Jive Software's 10 Steps to Sales Software Adoption

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Adoption is the foundation of any software ROI. Over the last 10 years, studies found that between 30-70% of CRM projects failed. The scary reality is that the most widely-used sales tool is a 40-year-old piece of technology: EMAIL.

Jarrett O'Brien, Jive Software's Sr. Product Marketing Manager, takes you through the 10 Steps to Sales Software Adoption.

Jive is the world's #1 social business platform. We help employees, customers and partners connect, collaborate
and communicate to achieve breakthrough results in sales, marketing, customer service and workforce productivity.

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  • Jive Apps can be a significant asset in your attempt to leverage Jive fully. Like any important enterprise technology, value multiplies when it is integrated with other enterprise and third part services. Trick is using Jive right. More at http://www.inkattech.com/jive-360-by-inkat/
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  • It’s more than just the recruiting and job seeking platform.187M+ members worldwide2 new members join every second2.6M company pages1.5M special interest groupsLinkedIn’s mission: connect the world’s professionals to make them more productive and successful
  • Core Focus: Data vs. People & ContentTrue Collaboration: Groups & Streams vs. Social LeaderDeployment: Platform vs. SolutionIntegration: Productized vs. DevelopedExperience: Holistic vs. Built from ScratchValue: Management vs. End UserExpertise: Before Facebook vs. 2010Customer Success:
  • It’s more than just the recruiting and job seeking platform.187M+ members worldwide2 new members join every second2.6M company pages1.5M special interest groupsLinkedIn’s mission: connect the world’s professionals to make them more productive and successful
  • Jive Software's 10 Steps to Sales Software Adoption

    1. 1. 10 Steps to Sales Software AdoptionJarrett O’BrienSr. Product Marketing Manager at Jive
    2. 2. Adoption is the foundation of any software ROI. Over the last 10 years, studies found that between 30-70% of CRM projects failed.And, the scary reality is that themost widely-used sales tool is a40-year-old piece of technology: EMAIL.
    3. 3. Why have traditional sales tools failed to gain ADOPTION???CRM  Transaction focused and historical data  Primary value is for management.  Not used by experts who support salesCMS  Built for authoring, not accessing information.  Static repositories and one directional.  Not collaborative / based on a selling situation.  “Just in case” training versus just in time.LMS  Doesn’t reflect real selling or learning from peers.  Content is out of date and costly
    4. 4. Value: CRM is ONLY Valuable for SomeAll roles enable sales and drive deals low value + low adoption = ROIVALUE Dashboards Sales Customer Process Data Manage Track Data / Region Notifications Leads Forecasts: Track Call Campaigns Incoming Activities Planning Revenue Segment Forecasts Opps / Act Customers ??? Executives Sales Mgmt Sales Marketing Experts
    5. 5. DEEP USE CASES Create and verify them with sales and create high-level benefit statements for audiences with key metrics to track. Creating / Giving Presentations New Sales Process RFPs / Proposal / Presentations Sales Playbooks Seller Challenges Competitive Intelligence Buyer Collaboration Objection Handling and ?’sOps / Finance / Legal Deal Rooms / Team Selling Cross Selling Selling New Products Sales On Boarding Sharing Wins Territory Inconsistency Field Communications
    6. 6. CREATE A PLANTreat deployments like externalcampaigns. Develop an adoptionroadmap (Top-down & Grass Roots)
    7. 7. GET SALES TALKING Make sure sales are communicating in the tool at every level where they used to in email or on phone calls: Executives need to have bought into social and contribute content in order to create the culture. Video blogs are a great way to accomplish this. Sales leadership groups can also collaborate and share monthly best practices or create regional groups. Create a sales mentoring program to incent top reps to share with newbies and cross-pollinate best practices.
    8. 8. SEED THE FIELD Plant new content in your new system and shut down locations where they can access old content.DON’T HAVE CONTENT??? Ask questions about topics and elicit responses from sales and experts. Have ideation jams on missing sales collateral. Crowd-source content to create the best pitches and proposals.
    9. 9. RAISE THE BARN Have in-person & virtual events and let sales submit content, whittle it down to the best messaging.Leverage Your People: ‘Like’, rate, and and socialize the content Create polls to vote on top content. Track impact stats to see what was really the best
    10. 10. RECORD EVERYTHING Videotape and record live events, QBR’s, sales call, etc. Serve them up as a series for those who couldn’t make it.Don’t Miss the Memo: Sales Leadership Video blogs Weekly Sales Calls Top reps doing the sales pitch
    11. 11. ADD VALUE TO SYSTEMS Sellers have already adopted other tools; make sure your new solutions are integrated with all systems. On Boarding Enablement Deals / Accts App Specific Web Integration Any Browser PPT Word Desktop Integrations Outlook XLS Deep App Specific Integrations LMS CMS CRMEvent based training  Static content  What Transaction focused  Situational learning Matters and Interactive People with Deal Hub
    12. 12. ACCESS ON THE ROAD In the world we live in you need to have access from any mobile device, including smart phones and tablets.Give your teammembers the ability tocreate content, askquestions, presentpitches, andaccelerate the deal,online or off.
    13. 13. MAKE IT FUN Use gamification to create contests, assign missions, and give rewards for behaviors you are trying to incent.Leverage Your People: Incent behaviors with missions. Track progress. Award badges and prizes.
    14. 14. EXPERIENCE IS EVERYTHINGIf it isn’t as easy to use or slicker thanthe tools sellers know and love, don’troll it out. Try BEFORE you BUY.
    15. 15. Do you have other ways that youhave rolled out software to sales with high adoption rates?Comment below to add to the discussion. Also, downloadour free best practices paper on Sales Enablement: click here.

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