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Best Salesforce Software Adoption Strategies

User adoption is essential to the success of any CRM implementation. Most organisations consider Salesforce deployment and rollout to be the two biggest tasks ahead of them. However, CRM implementation is unachievable until the end users embrace and adopt Salesforce, integrating it into their processes and workflows.

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Undoubtedly, switching to Salesforce CRM is a decision and investment that will scale your sales and business to new heights. However, it is important that your organisation is doing everything to reap the complete advantage of everything Salesforce has to offer.

For this to happen, Salesforce CRM must be correctly introduced & integrated with your business processes. This is where a professional Salesforce CRM Consulting and Implementation Partner can help you.

Explain the “Why”

Your primary goal before everything and anything else should be to make it crystal clear to your teams as to why Salesforce has been selected as the CRM of your organisation. This step of yours will go a long way to ensure that everyone happily and willingly work toward Salesforce software adoption. An explanation of improved workflows at individual and team levels will be beneficial as it will help everyone come to the same level of understanding.

It is also important for you to define adoption metrics that should be based on the objectives of your organisation. For this, you can try performing a weekly or fortnightly review of the following adoption metrics:

  • Pipeline
  • Forecast
  • Leads according to the lead source
  • Opportunities — Closed
  • Opportunities — Lost (with reasons)
  • Number of opportunities by stage
  • Activities to convert leads to Accounts

Arrange For Proper Training Sessions

Top-down Salesforce CRM adoption and commitment are important and bottom-top feedback is equally important. For this, you can plan different ways to collect feedback through a variety of methods such as:

  1. Using personalised page layouts and profiles:
    Simplify things for every CRM user by providing a different format to them. You can even provide the right features to users based on their roles in the organisation.
  2. Eliminating data entry:
    You can use free Gmail and Outlook connectors to integrate the email accounts of your team members into Salesforce.
  3. Eliminating clutter:
    Identify unused layouts, extra fields, reports, and other distracting or poor performance causes by running the Salesforce Optimiser

Think Proactively Like An End User

Creation and implementation of a proper Salesforce CRM training program would be quintessential to the success of Salesforce adoption. While Salesforce is appreciated among CRM users and organisations globally for its ease of use and beginner-friendliness, it is important to remember that Salesforce CRM may be a completely new and different tool for some, most, or all of your team members.

you may get in touch with some of the Salesforce CRM Consulting and Implementation Partners. This will help in everyone receiving professional and structured training on the basics and complexities of Salesforce.

Salesforce is a comprehensive software suite and there is a possibility that its advanced features are not required by your teams or only a small percentage of your teams require them.

You can simplify Salesforce CRM for your users by:

  1. User surveys:
    You can conduct an internal survey and ask team members to provide candid feedback anonymously. Interestingly, you can conduct this survey in Salesforce itself.
  2. Adoption dashboards:
    If you want to track the progress of new power users or identify your naysayers, you can explore the prebuilt adoption dashboards of Salesforce that can be accessed on AppExchange.
  3. User committees:
    It is important for you to have regular meetings with everyone involved in Salesforce CRM learning sessions. This would include both the power users and the naysayers. This will help you understand what exactly is working and what’s not, what changes you should bring and what’s expected to come around the bend.

Time To Plan An Internal Salesforce Hackathon

Once the Salesforce CRM learning sessions have been completed, it is time for a comprehensive review and time for everyone who was a participant to the learning sessions to put their skills to test. This will help you identify the improvement and problematic areas so that you can take quick corrective actions leading to successful Salesforce adoption.

Essentially, a hackathon can be defined as a collaborative software contest wherein many people come together for a brief and intense period of time to experiment with something (a CRM in this case) to find out how to make the best use of it. You may offer incentives as motivation and purpose to the top contest performers.

Getting everyone on board on Salesforce is a challenging task but it isn’t that complicated either with the right Salesforce adoption strategies to ensure maximum employee participation and ROI.

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About Us: Infusai is a lead salesforce implementation & Consulting partner in India, Singapore, Thailand, Europe, US & Australia.