Sales reps take to Salesforce like cats to water. Kicking and screaming. But Salesforce is essential for running your business and keeping track of your data.
So how can you push reps into the Salesforce pool without making sure they don’t drown in the deep end?
With a careful mix of training, monitoring, and automated assistance, it’s possible to help even the most scared sales reps start to use Salesforce more.
1. Carefully Train Reps and Customize Salesforce
Before you can expect sales reps to use Salesforce, you have to make sure both reps and the CRM are ready for each other.
Before you even let your sales reps look at Salesforce, remove unused tabs and data fields and make sure everything has simple, commonsense names. And, make sure those names don’t overlap at all. I’ve had to deal with Deal_status, Deal_pipeline, and Deal_account_status in the past when working with a new company.
Once the commonsense steps are taken, make sure all information that’s unnecessary for the sales rep role is hidden and the most important info is front and center. Reps will be more likely to use Salesforce if their essential numbers/charts are front and center.
Then when it comes to training, a quick overview or instructional video isn’t enough. Take the time for a senior salesperson or manager to sit down with new hires and walk them through everything.
A sales rep isn’t ready to use Salesforce until they can show someone else exactly how to do each required task in the CRM.
2. Monitor Salesforce Usage
You don’t want to go too Big Brother, but everyone works better when they know their work is being checked and successes rewarded. You feel less motivated if you know your manager is never going to check on what you did well and what you didn’t.
If you have a decent sized sales team, I’d recommend Prodoscore as your score keeper. It boils down the work of each sales rep in Salesforce, G Suite, Phone, and more to a single productivity score which makes it easy to keep an eye on everyone and helps figure out where improvements can be made.
Ambition and other apps work similarly based on your tastes, but Prodoscore has the benefit of allowing your reps to work as they normally do without any extra data logging or set-up.
It’s great for reps to work on time management and better productivity on their own, but having an app to automatically record their data and help visualize their work habits can make a huge difference. It can also help catch reps that may need additional training before the end of the quarter.
3. Automate the Busy Work of Salesforce
One of the biggest issue sales reps have with Salesforce is how much extra work it adds to their routine. Take for instance if they have a sales call. Assuming they have a quick click-to-dial method in place, after the call, they need to find the prospect, update the record, log the call, make any comments, and do any other specific actions needed by their company.The time it takes to do that for every call can quickly add up. But, if you’re using a solution like DialSource, you can automate the entire post-call data logging process and reps can just move onto the next call.The same applies for email. Salesforce’s own SalesforceIQ, Cirrus Insight, and more work to remove the tedium of going into Salesforce for updates and data logging that can slow you down while trying to sell. Figure out where your reps find their most success and face their biggest challenges and prioritize automating those parts of the process or finding solutions that can help them focus on selling and less on updating Salesforce. They’ll be happy to spend more time selling, and you’ll be happy with their results. The extra cost of an app for productivity will end up paying back dividends.
If you’re carefully training reps on how to use a fully customized version of Salesforce, making sure their usage of the app will be seen and acknowledged, and helping automate the more tedious parts of the CRM, you’ll no longer hear those heavy sighs when you mention Salesforce in the sales room.
Instead, you’ll have a sales team that’s using Salesforce, hitting quota, and happy to be doing both.