Maximizer CRM in 2 Minutes• CRM leader since 1987• CRM provider for Small and Medium Businesses  (SMBs) and Divisions of L...
Maximizer Industries & CustomersFinancialServicesManufacturingWholesale/DistributionServicesOthers
GUEST SPEAKER:Rob Malec, Businessworks ConsultingRob Malec is a sales process expert in this fieldand provides sound, prac...
A CRM implementation Story       $6 Figure CRM Spend       70 Sales people globally       20% adoption in 12 weeks       O...
Low CRM adoption is not uncommon          DESPITE…       Big $$ investments                +    Leadership‟s Enthusiasm
WHY? !!!
WHY? !!!Management        Staff
WHY? !!!Management        Staff
WHY? !!!Management
WHY? !!!           Staff
Typical approach to change               Results            Activities           Behaviours             Culture       Atti...
Suggested approach to change
‘Crossing the Chasm’ G Moore
JP Kotter’s  Success Rates for Change70FAIL         20          SUCCEED          over time / budget                       ...
JP Kotter’s               8 Steps to ChangeStep 1                            Step 5Establishing a Sense of Urgency   Empow...
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        ...
Step 2Creating the Guiding Coalition                     Challenge:                     Who to include?                   ...
Step 3Developing a Change Vision                    Challenge:                    “We have one, we‟ve just                ...
Step 4Communicating the Vision for Buy-in                    Challenge:                    Isn‟t this just extra work?    ...
Step 5Empowering Broad-based Action                   Challenge:                   What does this mean?                   ...
Step 6Generating Short-term Wins                    Challenge:                    The adoption road is long and           ...
Step 7Never Letting Up                   Challenge:                   Are we there yet?                   Solution:       ...
Step 8Incorporating Changes into the Culture                     Challenge:                     Lasting change is hard    ...
Connect with Us!Follow:   @MaximizerCRMVisit:    www.maximizer.comEmail:    info@maximizer.comCall:     1.800.804.6269
Steps to Jumpstart Your CRM Adoption
Steps to Jumpstart Your CRM Adoption
Steps to Jumpstart Your CRM Adoption
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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 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.

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Steps to Jumpstart Your CRM Adoption

  1. 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. 2. Maximizer Industries & CustomersFinancialServicesManufacturingWholesale/DistributionServicesOthers
  3. 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. 4. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks OUCH!
  5. 5. Low CRM adoption is not uncommon DESPITE… Big $$ investments + Leadership‟s Enthusiasm
  6. 6. WHY? !!!
  7. 7. WHY? !!!Management Staff
  8. 8. WHY? !!!Management Staff
  9. 9. WHY? !!!Management
  10. 10. WHY? !!! Staff
  11. 11. Typical approach to change Results Activities Behaviours Culture Attitudes and Beliefs
  12. 12. Suggested approach to change
  13. 13. ‘Crossing the Chasm’ G Moore
  14. 14. JP Kotter’s Success Rates for Change70FAIL 20 SUCCEED over time / budget 10 SUCCEED big time
  15. 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. 16. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks
  17. 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. 18. Step 2Creating the Guiding Coalition Challenge: Who to include? Solution: • Leadership • Management • Staff • Tech resource
  19. 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. 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. 21. Step 5Empowering Broad-based Action Challenge: What does this mean? Solution: • Think through processes • Identify obstacles • Remove obstacles • Provide resources
  22. 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. 23. Step 7Never Letting Up Challenge: Are we there yet? Solution: See steps 4 – 5 - 6
  24. 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. 25. Connect with Us!Follow: @MaximizerCRMVisit: www.maximizer.comEmail: info@maximizer.comCall: 1.800.804.6269

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