So, you’ve recently acquired Salesforce to take your sales team to the next level? Congratulations!
Not so fast though. If your reps are still using the same processes that they did before your upgrade, then you just wasted a bunch of money.
Salesforce offers tons of great features, but humans are creatures of habit, and that makes it hard to change what is already comfortable for them, even if a new way is clearly better.
In this article, we’ll be talking about how you can get the most out of Salesforce by using these clever ways to push even the most stubborn sales reps toward adoption without losing any friends, or making enemies for that matter!
Adoption: Why it’s important All Your Reps are Using Salesforce
So, what’s the big deal if only a few people are using Salesforce? For starters, a disconnect between team members will hinder your efficiency. This not only slows everything in your office down, but it can also lead to massive errors in data collection, or important information being lost in the shuffle.
Poor customer experience is also a possibility, due to the fact that everyone will be engaging differently, by either not following procedure, or losing that personal touch without the CRM’s rich data profile to back them up.
Most importantly though, if certain people are “let off” from the rules, it makes it difficult to get other people to follow your procedures. New employees could learn outdated ways of working that you don’t want them doing, or simply abandon it all together.
Solving your Salesforce Adoption Problem
While it’s tempting to just put your foot down and force everyone into a new way of doing things, this is often not the most diplomatic approach! While you may be the “boss”, negative emotions will definitely hurt your business – so, let’s be a little more delicate with the transition.
Instead of demanding that everyone follows the new regime, highlight the benefits of doing so first, in order to reduce any friction caused by switching to this new setup.
Clever way no. 1: Explain how better use of data can benefit them
Many people hate task tracking software because they feel that it’s only there to micromanage them and get them into trouble for stopping to get a cup of coffee. You can reduce much of the friction by communicating the benefits which your employees will care about.
While Salesforce does do a great job in helping managers to see which employees are on track, that’s not Salesforce’s only feature (or even its best feature), and you should make sure to point this out to your sales reps.
This approach is particularly useful for employees working on commission because these tools make it that much easier for them to make more money, and who doesn’t want that?
Start by explaining how Salesforce helps to validate data on leads and helps them to pick out which leads are the most likely to result in a conversion, earning them bigger commissions.
Salesforce’s Einstein AI also offers the ability to monitor every account in your system, giving your reps the ability to identify important emails, automatically log customer information and offer predictions that help to point out the most valuable leads for them.
Clever way no. 2: Streamline processes for your reps
When you’re a sales rep you have a lot of complicated processes to keep track of. You’ll need to know where you’re at with each specific customer and how close you are to closing the deal.
This can be frustrating and exhausting in some cases, so if you want to preach the benefits of Salesforce adoption to your team, then this is a good place to start.
Salesforce makes it easy to streamline processes for sales teams, but make sure to show everyone how these streamlining tools work because it’s a big selling point, for example: narrowing down products to recommend, building specific deals and discounts, and see exactly what needs to be done next in the sales stage. Plus, don’t discount the ability to validate data quicker, erasing the margin for human error and catching problems before they are even entered into your database or workflows.
Clever way no. 3: Make using Salesforce enjoyable
Transitioning to a new way of doing things doesn’t have to be like pulling teeth. In some cases, it can even be fun! Salesforce integrates with a number of other business software packages for data visualisation and gamification.
Leaderboard and competition tools, like Spinify, allow you to turn Salesforce into a game for your sales team, so they can participate in leaderboards and competitions for metrics such as call time and sales targets.
You can even display this information on your office TVs to give recognition to rising stars. People are competitive by nature, and creating some friendly challenges is a good way to make mundane tasks less boring and boost your Salesforce adoption at the same time.
Switching to Salesforce requires the whole team, so take the time to connect with your reps and use these three clever ways to share how the new tools will help everyone accomplish their goals.
Remember to show them how they can benefit from the solution, make it easy to use, and most importantly, add some fun and excitement to the process. You will then start getting the buy-in from your reps, and as a result, adoption of Salesforce happens even more smoothly.