You’ve heard the tips: every B2B and B2C company benefits from sales CRM. Through this software, you can manage contacts and drive leads through the sales funnel in the most effective way possible.
Collecting and managing user data is a time-consuming task. It’s also not the kind of task that’s forgiving of mistakes. That’s why it’s so important for brands to invest in a top-level CRM tool.
These are only a few of the many benefits you’ll get:
- Improved customer support
- More efficient communication between the brand and its customers
- Automation of repetitive tasks
- Improved teamwork
- Insightful reports that help you make business decisions
Essentially, a well-implemented CRM will improve the brand’s profitability.
But it’s not as easy as getting a random CRM tool and using it straight away. You should think about the implementation process. It’s what sets you up for successful results.
Tips: How to Implement a Sales CRM Tool
- Explain the Tool to the Sales Team
If you get a tool and tell your team to start using it, you’ll get them confused.
In essence, the system is designed to help your sales team connect with the customers in a more effective way. The customers are supposed to get answers to their questions ASAP. The support should be relevant, quick, and problem-solving.
However, the system will come with various details:
- One aspect will define the team’s goals and activities. You must guide your team through the chart, so everyone will understand how it works.
- You’ll have to teach them how to use the lead scoring feature. They will need to provide updates on the ongoing sales processes, too.
- Your team members should also understand the analytics. You can’t expect them to look at a report and intuitively understand what it means.
Once you choose a CRM tool, explain how it works.
It might be a good idea to hire an essay writer, who will craft a useful eBook for your team. Whenever they encounter a problem, they will go back to those guidelines and figure out a solution.
- Take Everyone through a Pilot Run
When you introduce the idea for implementing a CRM tool, the members of your sales team may doubt your intentions. Not all of them will welcome the change. They will be concerned that you’re trying to control them more. Without explaining your intentions, they will assume you’re aiming for micromanagement because you’re not happy with the work they’ve done so far.
So you need to strategize. Right after you explain what the CRM is, you should implement it through a pilot run. It’s an opportunity for your team members to learn how to use the system, analyze the data, and feel comfortable with it.
There will be no warnings and lecturing during this process. You’ll make them feel comfortable through an easy transition.
- Train an In-House Expert
If you choose a great CRM tool, you will get constant support as a user. That doesn’t exclude the need for you to train an in-house expert, who will take care of all minor issues.
Whenever someone has a question about the tool, they will go to this person. You will introduce them to the tool early on. In the ideal situation, you should connect them with the CRM support, so they will discuss the features and troubleshooting in detail.
The business leader can be this person. But if you don’t have enough time to learn everything about the tool and observe the process of implementation through all steps, it’s best to get someone else trained.
- Set Clear Expectations
The internal user guidelines should include a few points:
- How the sales team members can set up a new user
- How they can create workflows based on a user’s profile
- How they can document results and figure out what the best practices are
- What data they should collect
- What format they should use for representing data
- How they can collaborate with other team members through the system
- How they can analyze the data they have and use it to make better decisions in the future
- How they can input lead information
In other words, you should teach them how to do everything that the CRM allows them to do. However, you shouldn’t present these as features that they are allowed to use. You should set clear expectations around each feature. For example, when you’re teaching them how to set up a new lead, tell them how many leads you would expect from a successful sales team per month. When you explain what data they should collect, give precise points on how you want them to present it in a report.
Your expectations shouldn’t be overwhelming. Give them in small bites and provide a reasonable period of time for your team to get used to them.
- Set a Clear Date for Going Live
All those preparation steps must come to an end.
You’ll give your team a couple of months to get prepared. It’s a complex tool, after all.
But set the date to go live right from the start. It will give your team a clear target, so they won’t prolong the training process.
Let’s be honest: you won’t implement the entire solution in a day or two. You may face some issues. However, you’ll easily solve them with great support. Don’t be afraid to go live. If your team went through the pre-launch steps with success, they are ready to handle the real deal.
You should be prepared for some negative attitude among your team members. Any change within a company is hard. Your sales team members will heavily rely on a tool, and they aren’t used to it just yet. You should expect some level of rejection but respond to it with optimism and support. Your in-house expert will help a lot with any arising issues.
Don’t Worry; The Implementation Will Go Easy
You get consistent support when you choose a great CRM tool. Its team will make sure that the software blends well into your brand’s sales ecosystem.
Your choice of a tool is critical. It must cover the entire sales process, and it should be easy for your team to use. Of course; it should be affordable, too.
Once you make the right choice, the rest is easy. You will get instructions on how to implement it in the sales team processes, and you’ll get support during the training part.
Get your team excited about this! It’s a tool that makes their work more effective. Everyone benefits from it!