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Steps to Jumpstart Your CRM Adoption

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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 …

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.

Published in: Business, Technology

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Transcript

  • 1. 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
  • 2. Maximizer Industries & CustomersFinancialServicesManufacturingWholesale/DistributionServicesOthers
  • 3. GUEST SPEAKER:Rob Malec, Businessworks ConsultingRob Malec is a sales process expert in this fieldand provides sound, practical and objectiveadvice around how to maximize the results ofcompany‟s sales and revenue generation efforts.Prior to starting his consulting practice Robworked his way through the sales ranks, windingup his corporate career as a Vice PresidentBusiness Development.
  • 4. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks OUCH!
  • 5. Low CRM adoption is not uncommon DESPITE… Big $$ investments + Leadership‟s Enthusiasm
  • 6. WHY? !!!
  • 7. WHY? !!!Management Staff
  • 8. WHY? !!!Management Staff
  • 9. WHY? !!!Management
  • 10. WHY? !!! Staff
  • 11. Typical approach to change Results Activities Behaviours Culture Attitudes and Beliefs
  • 12. Suggested approach to change
  • 13. ‘Crossing the Chasm’ G Moore
  • 14. JP Kotter’s Success Rates for Change70FAIL 20 SUCCEED over time / budget 10 SUCCEED big time
  • 15. JP Kotter’s 8 Steps to ChangeStep 1 Step 5Establishing a Sense of Urgency Empowering Broad-based ActionStep 2 Step 6Creating the Guiding Coalition Generating Short-term WinsStep 3 Step 7Developing a Change Vision Never Letting UpStep 4 Step 8Communicating the Vision for Incorporating Changes into theBuy-in Culture
  • 16. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks
  • 17. 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
  • 18. Step 2Creating the Guiding Coalition Challenge: Who to include? Solution: • Leadership • Management • Staff • Tech resource
  • 19. 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 with CRM in it. Be detailed
  • 20. 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
  • 21. Step 5Empowering Broad-based Action Challenge: What does this mean? Solution: • Think through processes • Identify obstacles • Remove obstacles • Provide resources
  • 22. Step 6Generating Short-term Wins Challenge: The adoption road is long and can be painful Solution: • Look hard for early wins where CRM factored in • Tell the world!
  • 23. Step 7Never Letting Up Challenge: Are we there yet? Solution: See steps 4 – 5 - 6
  • 24. 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‟t happen.”
  • 25. Connect with Us!Follow: @MaximizerCRMVisit: www.maximizer.comEmail: info@maximizer.comCall: 1.800.804.6269