For all businesses concerned with profits, shifting to a customer relationship management (CRM) system likes Salesforce is a daunting task since it brings about changes in all levels of the organization and concerns almost all the employees. Change is difficult, as we all know, especially in a business set in its ways and CRM is not exempted from this. This is exactly why the majority of CRM implementation projects initially fail. However, a successful implementation is imperative since the benefits to be derived from Salesforce implementation are boundless and huge in magnitude.
There are numerous tips and plans out there for businesses to successfully implement Salesforce in their organizations, all of them valid and helpful. It is a comprehensive process and its ever evolving nature requires preparation, work and commitment across the board. On top of that, the entire organization needs to be in agreement and cooperate with each other since without this, the implementation process will fail and this accounts for the high initial failure rates.
This article will discuss the 5 most important tips for a successful Salesforce implementation plan that will succeed in your business. While numerous tips and plans exist, this article will deal with the most pressing ones and which most businesses often fail to take into account.
1. Top Management Buy-In:
Getting the leaders of the organization on board is extremely importance since one of the significant reasons why these implementation processes fail is because senior executives fail to use the new system and are not on board which sends a ripple effect throughout the organization with other employees following suit. Therefore, it is important to get these leaders on board so that the ripple effect will ensure that other employees use the system as well. Its comprehensive nature requires all employees to use it since it involves all aspects of the organization. The leadership of the business is responsible for building credibility around the CRM system and it is imperative to get them on board for a successful Salesforce implementation plan.
2. CRM Project Manager:
For a CRM implementation project, like Salesforce, the project manager is the most vital person before, during and after phases of the implementation process. Keep an eye out for not just a good person for the job but only the best since he/she will be driving the entire process. The project manager must be someone people in the organization listen to and take seriously, smart, highly experienced, highly committed, enthusiastic, detail oriented and possessing outstanding communication skills.
3. Introducing Salesforce:
For this particular stage, you should engage your company’s marketing department fully to work on promoting the Salesforce implementation project. Engaging posters, posts on social media like Facebook and Instagram, launch t-shirts for all employees and an actual launch party are some of the many ways through which you can promote and advertise the change in a positive way for everyone so small reservations are eradicated. As mentioned earlier, change is always difficult when a business is set in its way and these methods will help ease the process for everyone involved.
4. Usage Guidelines & Training:
A CRM system likes Salesforce is only useful when there is data in it regarding your business. Suppose, some employees enter data and some don’t. It will be very difficult, as a result, for the sales head to pull out an accurate report for review and, subsequently, guide the sales team. Similarly, if everyone uses the CRM but have no idea how to enter data correctly it would have the same results. Therefore, clear cut usage guidelines should be highlighted at the beginning for all employees who will have to use Salesforce and a training program for everyone to practice those guidelines so that they become used to it. This way, there will be lesser mistakes in entering data and everyone will be able to perform their tasks properly which include, but are not limited to, the following:
- Pulling reports
- Tracking progress of sales through sales pipeline
- Providing swift and proper customer service
- Undertaking email marketing
Therefore, it is necessary for usage guidelines and training program when implementing Salesforce in your business for effectiveness.
5. CRM Philosophy Adoption:
Customer relationship management is not just limited to technology but is actually premised on a philosophy that stems from the business and its idea. The philosophy and strategy are extremely important in CRM implementation like Salesforce implementation. You must have full knowledge of what steps were taken at each stage of the implementation process and ensure that they complement your CRM philosophy as well as your business development plan. Simple implementation of Salesforce will not be enough: it should be based on your business and its relations with its existing customers (as well as future ones) as it was before the implementation. That philosophy should evolve with the business but should not be out of step with it. This way you will be able to ensure a successful CRM implementation process like Salesforce implementation.
Conclusion:
As more and more organizations are moving towards big CRM implementation, it vital for every business which has yet to do it, to do it as soon as possible to keep up in this increasingly competitive market. Customers form the basis of the success of every business as without them the business would sink. Therefore, it stands to reason that customer relationship management should be prioritized and in this increasingly digital world, online CRM implementation is absolutely necessary. However, organizations are often resistant to change which is why we have highlighted five major tips that you must account for in order to make your Salesforce implementation project successful. This way, you will be able to avail all the benefits that come from a proper CRM implementation in your business organization.
