Success Strategies for New CRM Software Adoption

AHMEDABAD, India - June 3, 2015 - PRLog -- Companies adopt CRM (Customer Relationship Management) systems to develop robust strategies around retaining the right customers and attracting new ones by maximising on their loyalty. The focus on improving relationship between customers and sales team is one of the core functions of CRM system.

However, challenges always exist while introducing a new system. Certain employees resist and others may take time to pick it up.  Irrespective of the challenge that one faces, here are the top strategies to be considered when adopting a new CRM software:

The Basics

ICT adoption is a major barrier for SMEs and therefore, when introducing a new system, managers need to take baby steps during training. Identify the most important functions or tools which the sales team needs to use on a daily basis. Once identified, train them on this minimum functionality. Make the new system look simpler by just highlighting on the basic features first. Emphasise on what features does what and make them practice a few times. After the sales force is comfortable with the basics, introduce newer features.

Importance of Consistent Data Entry

When a new CRM system is adopted, it has to be implemented through all levels of the company. Therefore, consistency in data entry is essential. To achieve this, the sales team needs to be trained in two aspects.

First, the extensive use of drop-down menus that provide standardised answers. Encourage sales teams to use the options within the drop down and discourage them from adding in customised data as it affects data mining extensively.

Secondly, wherever it is required to have qualitative data, emphasise on using consistent keywords. It will make searches easier for the entire sales team.

Data Measurement

A new CRM system is tough to be adopted if the data collected is not consistent and fails to reflect customer records. However, with CRM software, collecting data is not enough. It is the analysis of this data that actually helps boost sales, & CRM software provide data in well-organized format. Thus, Team can do faster analysis of data and implement it in the sales strategy.

General Recommendation says that Train users to use CRM technology to improve the overall sales strategy. & don’t just focus on the new CRM product, but extend it to the business process. That way, the sales team will understand how the new system can measure data and facilitate sales.

Benefit Demonstration

While migrating to a new CRM system, the high-level management team should have compelling reasons to do so & while training users, it is important to communicate the same. Top mgmt. must describe to them the solutions offered by the new system & how they counter existing problems or loopholes. You need to put the whole CRM in right perspective or in terms which they would understand. Clear all myths and put forward the objectives of the system. In short, sell the CRM concept to the sales team. This will change their perception and adoption of the new technology will be more willing.

Resolving Queries

Ultimately, it is the sales team which has to use the CRM system everyday and unless they are confident with the whole system, they won’t produce results. Hence, ensure that sufficient training is provided to the employees. Make sure they are comfortable using the new system and take time out to resolve their queries. Allow the sales team to use the new system for a week and then have a session with them to solve their queries. This will resolve any doubts they have and can provide you with first hand feedback about which features they still have trouble using.

Fully Equipped Sales Team

CRM is a great tool to put a team on the right track. However, it is best to equip your sales team with integrations as well as mobile apps that help in driving sales, in addition to, the CRM system. Also there are many applications available in the market and based on the business processes, one can choose which applications compliment their CRM system. It can be discussed with the team to understand which tools they would require to enhance their productivity.

When critical customer data is stored in different places such as dairies, loose paper, excel sheets but not on a consolidated system, the ability to create precise forecasts goes out of the doorway. Moreover, under utilisation of a CRM system is a waste of resources. Thus, get the right CRM software in your place & train the team to adopt the new CRM system at the earliest!!

In order to get the right CRM software, SoftwareSuggest help you with the best software selection. For more information visit http://www.softwaresuggest.com/crm-software