Increasing the Adoption of your CRM System

Oct 20, 2011 | General

Lead by Example – Sales managers, executives, and/or business owners have to be involved and need to use the system, even if it is only to pull reports.  When end-users know their superiors use the system as well, they will embrace it more fully.  Additionally, this allows management to see first-hand if there are technical or logistical issues in using the system.
Emphasize Long-Term Use and Benefits – CRM systems do not usually pay off on day 1, week 1, or month 1. This is for a variety of reasons.  First, there is a learning curve.  It will take users some time to get used to the new system and for using it to become habit.  Once they are proficient at using the new system, it will make their daily tasks easier.  Second, it takes time to build your database.  Often companies begin collecting new data with the implementation of a new system and until you accumulate more of that data, you may not realize the full benefits.  Additionally, not all businesses perform the same tasks year-round.  Many times the data and input your are doing today won’t be utilized until a marketing campaign later in the year.
Track Progress – Use your CRM system to track progress.  To do this you need to be able to quantify your progress with measurable goals – number of calls, number of meetings, sales volume, etc.  Set goals and measure your progress against them.
Review the System – As your needs change and as your business changes, your CRM system should evolve.  Plan regular reviews and get feedback from end-users to ensure the system is meeting their needs as well as the overall needs of the business.