steps to jumpstart your crm adoption
DESCRIPTION
Is your CRM solution helping or hurting sales? Low CRM adoption rates are a direct result of a disconnect between the potential of all that CRM can do and the way it works in the real world. Even if you have selected the right technology your success will depend on buy-in and full adoption within your sales team and across your organization. Learn some simple steps to evaluate your current CRM adoption and identify where to take action to start achieving the results you expected.TRANSCRIPT
Maximizer CRM in 2 Minutes
• CRM leader since 1987
• CRM provider for Small and Medium Businesses (SMBs) and Divisions of Large Enterprises
• Vancouver based with Global reach
• Over 1 million licenses sold
Maximizer Industries & CustomersFinancial Services
Manufacturing
Wholesale/Distribution
Services
Others
GUEST SPEAKER: Rob Malec, Businessworks Consulting
Rob Malec is a sales process expert in this field and provides sound, practical and objective advice around how to maximize the results of company’s sales and revenue generation efforts. Prior to starting his consulting practice Rob worked his way through the sales ranks, winding up his corporate career as a Vice President Business Development.
A CRM implementation Story
$6 Figure CRM Spend
70 Sales people globally
20% adoption in 12 weeks
OUCH!
Low CRM adoption is not uncommon
DESPITE…
Big $$ investments +
Leadership’s Enthusiasm
WHY? !!!
WHY? !!!
Management Staff
WHY? !!!
Management Staff
WHY? !!!
Management
WHY? !!!
Staff
Results
Activities
Behaviours
Culture
Attitudes and Beliefs
Typical approach to change
Suggested approach to change
‘Crossing the Chasm’ G Moore
JP Kotter’s
Success Rates for Change
70 20 10
FAIL
SUCCEEDover time / budget
SUCCEEDbig time
JP Kotter’s
8 Steps to Change
Step 1Establishing a Sense of Urgency Step 2Creating the Guiding Coalition Step 3Developing a Change Vision Step 4Communicating the Vision for Buy-in
Step 5Empowering Broad-based Action Step 6Generating Short-term Wins Step 7Never Letting Up Step 8Incorporating Changes into the Culture
A CRM implementation Story
$6 Figure CRM Spend
70 Sales people globally
20% adoption in 12 weeks
Step 1Establishing a Sense of Urgency
Challenge: Staff don’t feel any, while Management feels lots of it
Solution:Get down [on paper] why CRM is of mission critical importance
Step 2Creating the Guiding Coalition
Challenge: Who to include?
Solution:• Leadership• Management• Staff• Tech resource
Step 3Developing a Change Vision
Challenge: “We have one, we’ve just never written it down”
Solution:Get down [on paper] what the team’s new world looks like withCRM in it. Be detailed
Step 4Communicating the Vision for Buy-in
Challenge: Isn’t this just extra work?
Solution:• Decide how, when, how often, how long and what you will communicate• Create a communication vehicle
Step 5Empowering Broad-based Action
Challenge: What does this mean?
Solution:• Think through processes• Identify obstacles• Remove obstacles• Provide resources
Step 6Generating Short-term Wins
Challenge: The adoption road is long and can be painful
Solution:• Look hard for early winswhere CRM factored in • Tell the world!
Step 7Never Letting Up
Challenge: Are we there yet?
Solution:See steps 4 – 5 - 6
Step 8Incorporating Changes into the Culture
Challenge: Lasting change is hard
Solution:• CRM is ‘the way we do things’around here• “If it’s not in the CRM, it didn’thappen.”
Connect with Us!
Follow:@MaximizerCRMVisit:www.maximizer.com Email:[email protected] Call: 1.800.804.6269