The process of implementing a new CRM may seem daunting, especially if your sales team is resistant to change. However, a good CRM can drive a consistent sales process, which is critical for sales forecasting. As a leader, you’ve got to define, manage, and execute a straightforward sales process.
When you prioritize your CRM adoption, you’ll quickly see how it will positively impact your company’s overall performance, growth, and revenue. So, what are the key things you must do when implementing a new CRM?
Incentivize your team
Sales teams are competitive, so why not incentivize them to adopt your new CRM? Celebrate milestones or reward efficient adopters with commissions or a small prize. Then, when they see the benefits of your CRM system and how it makes tracking deals’ metrics so easy, they’ll be fully on board. Finally, use your CRM reporting to create KPIs and goals your team will want to achieve.
Train your sales team strategically
If you demand that your sales team follow a new process and learn a new technology without proper training, you’re asking for problems and even failure. Your haphazard approach will hinder your sales team from wanting to use it. Your team must feel comfortable and confident with the software.
The timing of your training is essential — you can’t train your team too early because they will forget. Make sure there is a complete suite of resources, information, or a “CRM Champion” who can be the in-house expert for anyone with trouble.
Market the benefits
If you’re not teaching and training your sales team about the benefits of using your new CRM, they have no impetus to adopt and use it. The best way to train your sales team is to conduct hands-on end-user experience training. Run through daily-task scenarios based on their roles and responsibilities. Beyond ensuring that the training is relatable and useful, you’ll also help your team to engage with the software and even get excited about the new team resources.
Start doing reviews from CRM data
The transition from the legacy system to the new CRM is always a delicate balance. Many salespeople are resistant to new processes and solutions. So, don’t make it optional. Set a hard deadline for migrating accounts and records to the new CRM. Then, schedule a deprecation date for the old system to avoid those dual-system team members who may try to avoid onboarding into the new CRM. Next, perform your sales reviews using the new CRM data. Clarify that only new CRM data will be part of your forthcoming sales reviews. Then, link commission payouts to those deals that are correctly entered, tracked, and closed via your new CRM.
Minimize data entry
One of the frustrations of adopting a new CRM often involves data entry. It’s tedious and time-consuming, and your sales team’s time can often be spent with other tasks. So, keep that data entry to a minimum. Instead, have your sales team enter just enough data to maintain robust reporting and analytics. If you’re using a CRM because your previous efforts have been time-consuming, you don’t want to send the wrong message. CRMs can save time and effort if they are correctly set up and implemented, so give your team every opportunity to embrace the new system.
Get feedback
Keep tabs on everyone’s experience as they begin to use the CRM system fully. Solicit feedback on the system because it is ultimately the end user’s experience that will dictate whether the new system will be successful. At Next Quarter, we provide ongoing support and ensure your sales team knows how to use our tools. We ensure a seamless transition and will work with your team to create a customized solution for your sales needs. Remember, a robust CRM is key to a healthy pipeline and accurate sales forecasts.
Learn more about how we work with you to implement our cutting-edge solutions and improve your company’s forecasting capabilities.
