Choose a platform that will help your team succeed
The most significant factor in how successful your sales team will be with your new CRM software actually has nothing to do with how well you present it; it’s the capabilities of the solution itself. If you put in the time and effort to search for and demand a CRM platform that matches with your company’s needs, strengths, and weaknesses, then you’re already halfway to your goal.
The alternative is to hand your employees a platform that doesn’t align with your business needs, runs counter to your organization’s specific attributes, and forces them to completely upend their routines for the sake of conforming. This will only lead to consistent frustration, which will in turn produce lower levels of employee engagement and satisfaction.
Allow ample time for training, implementation, and ramp-up
When deploying a CRM solution, the best way to empower your sales team is to prove you are committed to them achieving success with the system. It’s the same principle involved when a B2B salesperson demonstrates to a client that they will do anything to ensure that the client receives as much value as possible from the product.
So how do you accomplish this? Ideally, you put measures in place to ensure that everyone involved in the implementation process has enough time to prepare. You’re not looking to throw a stop-gap solution into place; you need a platform that will scale appropriately with your growth plans and become more integrated into your operations as time passes. Of course, this requires providing your sales associates with the proper training before they are expected to take the reins of the CRM platform. However, it’s also important to remember that even after the training sessions have been completed, there will still be a learning curve as your reps become increasingly comfortable with the solution.
Sell the solution’s value
There’s ample evidence to suggest that selling a product primarily by features is not an effective way to engage a prospect. When your sales reps make contact, they don’t pique the client’s interest by listing off all the things that are great about your product. Instead, they get right to the heart of the matter and explain why this product will be valuable to them and what kinds of aspirations are possible through the lens of a partnership.
Presenting your CRM solution to your sales team is simply another version of the sales process, which means you must adhere to the same principles if you hope to have reliable success. Start by telling your team members exactly how this new solution will allow them to engage more easily with their customers, which in turn will lead to performance bonuses and work accolades.
Create an organized, systematic process for feedback
Feedback is a crucial component of any change in organizational processes. If your sales associates feel they don’t have a voice in the experience, they’ll be less likely to make a commitment to using the platform to the fullest extent. It’s not enough to issue a blanket statement declaring that your employees are welcome to voice their opinions about the process. You have to develop and initiate structured opportunities for feedback so that everyone understands that the results will be taken seriously.
Encourage your team members to take detailed notes during training and user sessions, and ask them to be as specific as possible when relaying their experiences. Then you can use the information from these feedback sessions to work with other internal departments, as well as your CRM vendor, to enhance the process for everyone.
For more on customer relationship management, and how a solution from Salesforce will help your sales team, read our eBook, “Your Complete CRM Handbook.”
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