Many companies make investments in CRM only to find that Salesforce end user adoption doesn’t automatically result from it. Just like with any other solution, Salesforce adoption faces certain obstacles that prevent the sales team from using the solution to simplify their daily tasks. By pinpointing these problems, it’s possible to devise strategies that will help in smoother adoption, as only this will allow the organization to reap the benefits of implementing Salesforce.

Accounting for End User Needs

Often, while designing CRM solutions, the needs of the sales force/team are not taken into account. Instead, the solutions aimed at supporting accounting and management functions. By getting sales representatives involved at the design stage, the solution will be better geared towards meeting the practical requirements of the sales team, and this would result in quicker adoption.

Aligning with Processes

Another common mistake that is made while customizing CRM solutions is that the processes are designed to support accounting processes. Most sales teams have existing processes that they work with and moving to a new process would involve a significant change in workflow or process changes that would require an intensive change management project plan. An easier way to encourage Salesforce end user adoption is by designing the solution based on current sales processes.

Managing End User Perceptions

When Salesforce solutions are built without consulting the sales team, there is a general perception that the system is designed to help the management rather than the sales team. Involving the sales team right from the start helps to build a sense of trust that the solution will benefit the sales processes. This, in turn, will get them to buy into the solution with minimal resistance.

Managing Multiple Communication

Designing a solution is just the first step in the process of CRM adoption. In order to improve Salesforce end user adoption, it’s essential to communicate with the sales team and inform them about the new system. It’s advisable to have several methods of communication, besides email, which will help in reinforcing the benefits of using the solution for simplifying daily processes. This could include communication through shared documents, videos or even organizing roadshows where the sales team can interact with the management and clear any doubts that they might have about the solution and its benefits.

Training

Finally, training is a crucial component of Salesforce end user adoption. This includes hands-on training using real life scenarios, familiarization with CRM terminologies, orientation of processes, as well as follow up training to ensure that the sales team has an ongoing commitment towards using the solution. Feedback is another important aspect of Salesforce end user adoption. During training programs, it’s vital to get feedback from the salesforce to make sure that the team has understood the processes as well as the benefits of using the system

CM-Focus offers Salesforce training for Sales, Marketing and Support end users, which helps companies in improving productivity by encouraging quicker Salesforce end user adoption.