We are nearly half a century into the phenomenal digital revolution. Witnessed innumerable technological transformations that made our existence easier and comfier. As technological charisma keeps accelerating, the market is becoming more flooded with unique digital accelerators to enhance every aspect of our lives.
These days, you wouldn’t be surprised to know companies with AI-managed customer service platforms or enterprise’s cloud-based customer relationship management (CRM) system. Nonetheless, you may get someone’s attention if you say your business employees are quick in technology adoption.
Salesforce is a unique and incredible example of a technological implementation that can boost your business performance. It can help you pace up the adoption rate in your organization conveniently. However, Salesforce adoption isn’t as easy as it seems. The adoption of salesforce is simply allowing users to use it as an in-house CRM.
But the majority of the businesses can use salesforce adoption software to reach their adoption goals. Instead of dealing with time-consuming, intricate, and nerve-wracking leads that promise lower ROI, you can boost the return on investment with software adoption.
According to a report by Salesforce, “the implementation of Salesforce consultant increases the sales revenues by 28% and sales win rate by 26%”. These returns are however affected by user adoption failure or success. To extract maximum advantage, employees must use the CRM to its full potential. 50% of the CRM features those businesses pay are utilized by the employees.
Impact of Salesforce adoption on ROI
You need to craft a Salesforce adoption strategy to ensure smooth implementation and acceptance. And the best part of strategizing is that you can start your Salesforce journey right away. Whether you are planning to buy Salesforce, or trying to implement it, or using it for years, the adoption process would always be similar.
Once the implementation process completes successfully, the CRM can promise a return of USD 8.71 for every dollar spent initially. Desire to maximize your ROI till its full potential? Then create and follow Salesforce adoption strategy and follow it religiously.
The adoption strategy is difficult, however, to make things easier, we have broken the process into three phases. These phases include unique 16 Salesforce adoption strategies that can change your game completely. Let’s get started...
Phase 1: Designing and strategizing Salesforce adoption
This phase begins before rolling out Salesforce consultant in your organization. During this phase, you will learn multiple must-have strategies that can help you enter the next phase with promising results.
Establish leadership buy-in
It's important that everyone should be on the same page. If your leadership is not in favor of the change, then you can’t expect the employees to support it either. The recommended workflow is to get influential senior-level resources onboard. They can help in the adoption of the new change.
Always remember, when your leadership is passionate about something, they will provide positive feedback. This will help everyone to slowly and gradually accept the new change and embrace it completely. However, if the leadership is skeptical, it will create a negative environment, refraining everyone from accepting the change.
The leaders can start by initiating conversations about the change. Share the reports, insights, and analytical reports about the success of Salesforce adoption. This will help in the easy transition and more acceptance.
Never underestimate your end-users
When you are crafting your Salesforce adoption strategy, it's important to understand your end-users. Their point of view is crucial for your business. Empower them to do their jobs in a faster way via Salesforce implementation. And for that, they must learn the tactics of CRM completely.
Before you start the migration process, converse with your team regarding the challenges of the Salesforce implementation. Help them visualize Salesforce as a solution to their continuous problems. Don’t let them believe it as a tool being forced on them. Demonstrate how Salesforce consultant can eliminate various data-entry tedious tasks and change the working dynamics for them.
It's also important to gather input from the employees. Ask them about their likes and dislikes about the existing system. This way, you can introduce more personalized Salesforce adoption strategies benefiting all. Highlight Salesforce features that can entice everyone and assist them in adopting it with a full heart.
Always opt for long-term Adoption Strategy
The implementation of Salesforce consultant is indeed a long process. The implementation depends upon the size of the organization, which can usually take more than 6 months to implement successfully.
Therefore, it's never fruitful to abandon your users right after the migration. Continuous efforts are required after Salesforce adoption. Training and creating awareness becomes essential, making the migration user-friendly. Review what works best for your employees and how to improve it for betterment.
You can try using management plan templates as well to analyze and track the efforts in promoting Salesforce adoption. By utilizing the templates, you can find out various training methods, use it as a brainstorming tool, can ease the transition progress, and set meaningful milestones as well. This will help in tracking the progress of implementation peacefully.
Set training & work priorities
Your employees can’t master every feature of Salesforce consultant straightaway. Therefore, instead of overwhelming them with continuous training, try to break down everything into easy to comprehend segments. Start with foundational knowledge, like how to manage individual accounts and understand the Salesforce consultant menu. Later, start prioritizing training where each employee can learn their respective duties.
For instance, before your team can start building detailed reports, they must learn how to edit and add the leads. Similarly, the marketing team needs to analyze how to create an audience before initiating email marketing campaigns.
Devise a plan on how to train your employees step by step, before implementing the Salesforce adoption process. You can also add follow-up training to help during transformation. Unless and until your team is well-versed with the new change, the training is never complete.
Pre-Plan Salesforce adoption training
Once you have successfully set the training priorities, it's time to plan the additional training requirements. When designing the Salesforce adoption strategy, always think about the following questions:
- What kind of training methods can be introduced?
Here, the training methodologies may include video, one-on-one group discussion/training, written documents, demos, etc.
- What sort of tools can ensure promising training?
The tools here can include AI-powered chatbots, a digital adoption platform, or centralized knowledge documentation.
- How long should the training be?
It's never recommended to do long training sessions. Instead, opt for a 30 minutes meeting, with written instructions, divided into easy-to-understand chapters. Limit the video duration to less than 2 minutes.
- What type of modules should be covered?
Seek guidance from your previous training methods. You can go for basic Salesforce Chatter. This way you can directly evaluate an issue from Chatter conversation.
- How to make sure maximum knowledge is transferred in this training?
Make feedback reports in every training session. Converse with your team, understanding their ambiguity and reservations, and work on them in the next training session.
Provide answers to the crucial question
Even after vigorous training and creating ample awareness, there will be people who would ask you, “What’s in it for me?”
Any change is fruitless if the people involved aren’t motivated. Therefore, provide them with benefits that can make them excited. For example, your sales team will become excited when they will know Salesforce can ensure a 26% increase in sales win rates. Similarly, your customer service team is more interested in AI-powered chatbots that can promise instant customer support for everyday simple inquiries.
Phase 2: Managing Salesforce implementation
Be mindful of the fact that when the initial wave of enthusiasm diminishes, the users come at a high risk of reverting to older systems. Here, you need to adopt such Salesforce strategies that can prevent such common issues.
Initiate Salesforce pilot run
It's never a good idea to roll out Salesforce migration all at once. Hundreds of employees can be overwhelmed with extreme levels of change. Instead, start with a simple pilot run. Select some employees, offer them some training material, and allow them to use CRM before everyone else. This will create a sense of excitement and a novel experience for all.
Later, design a feedback system to identify where the team faced problems. Enhance training after analysis. When you initiate a pilot run with a small group of people, identifying issues would be easy. Their response will also give you an idea of how the whole organization will react.
Support interaction with Salesforce Trailblazer community
The Salesforce Trailblazer Community is a unique place where people can discuss the features, share tips, and resolve their queries. Through this self-help platform, you can reduce the frustration of your employees, resolve their confusion, and help them get inspired by others' experiences.
Encourage your team to converse with leaders on the Trailblazer community platform to share their queries and reservations. Through interaction with leaders and experienced users, you can also save time on repetitive training sessions. It’s a brilliant idea to harness the power of Salesforce supporters directly from the community and encourage your team to embrace it.
From the platform, your employees can have an opportunity to network, share information, and access helpful webinars. Once your team starts conversing with a Salesforce expert, they will become confident and value the benefits being offered by the new technology.
Continue Salesforce onboarding with passion
When a new employee gets onboard in any new organization, the process needs to be handled professionally. This promises increased job satisfaction, lower turnover, enthusiastic commitment level, and less stress.
The same level of professionalism is necessary when introducing new software that’s supposed to be used on a daily basis. Its users need to feel confident and positive or else they will look for alternatives. Salesforce is updating regularly while introducing new features. Therefore, every time a new update is there, you must stick with your employees to motivate them.
Always remember, Salesforce onboarding is a continuous process. You need unique techniques to handle the queries of your employees and encourage them whenever possible. Incorporate professional tools such as LMSs and digital adoption platforms to stimulate positive action.
Explain the drawback of not using Salesforce
You will definitely never punish your team if they resist moving towards Salesforce. But highlighting the disadvantages of not using the tech will be an effective motivational technique. You can use Salesforce medium for essential tasks. This will encourage employees to understand what crucial system benefits they are missing out on.
A few ways you can utilize to encourage your resisting team on the use of Salesforce:
- Through the Salesforce dashboard, manage performance reviews of employees.
- Use Salesforce Chatter to communicate with your team.
- Through the Salesforce calendar, schedule all of the meetings.
Classify automation opportunities
Nobody loves repetitive and less valued tasks. With Salesforce, educate your team on how to automate tedious tasks and get time to focus on other important work.
For this, you need to identify and classify automation opportunities. Take time to evaluate and finalize tasks that can be automated and can enhance your team's excitement. The idea is to look for low-value tasks and replace them with automated solutions, resulting in effective output from all.
Some automation solutions may include:
- Artificial Intelligence-powered chatbots: You can employ chatbots to automatically qualify leads. This will ease sales agents' time while promising high-quality leads.
- Sync Jira issues tracking with Salesforce cases: Make the communication channel easier for support and the sales team. Help them in easy conversation about bugs and duplicate entries with Jira integration.
- Automated file storage: When it comes to external storage, companies prefer Dropbox or Box. You can create automation regarding copying the documents in Salesforce to the external storage site automatically.
Understand, Reward, and Replicate
Throughout the Salesforce adoption process, it’s crucial to understand CRM and reward the efforts of the employees. You can recognize their efforts in the form of rewarding incentives and prizes. The idea is to motivate the employees and appreciate their determination in learning Salesforce.
You can use the Salesforce dashboard to track how recurrent users log in. initiate conversations in Salesforce Chatter and create opportunities they can’t resist. This dashboard can serve as a virtual display that can highlight the stars of your organization.
Phase 3: Assessing the efficacy of Salesforce adoption
Setting up your metrics promoting the adoption within the CRM is one of the best things about Salesforce. There are custom-made dashboards that can be fabricated based on patterns of your organizational adoption. You can assess the efficiency of Salesforce adoption through these dashboards to evaluate its rate of success.
Handling of Salesforce
One of the most crucial metrics of Salesforce Adoption is understanding the usage of Salesforce. It’s the simple factor of evaluating how well your employees are when adopting Salesforce. You can use custom-made dashboards available in Salesforce to measure it.
Different metrics to monitor are:
- User login rates
- Record creation using Salesforce
- Upgradation of contact creation
- Tracking activity completion
- Opening or closing of the tasks
- Salesforce Chatter usage among employees
Using these metrics, you can measure performance on a weekly or monthly basis. This way, you will understand where your employees need assistance. It will help in determining the kind of training required to resolve the common problems of each employee.
Accuracy and data quality
Another key metric of Salesforce adoption is evaluating data accuracy and quality. Consistent, accurate, and complete data is the strength of every business. Entering accurate or inaccurate data in Salesforce can be an indicator of how well your employees understand the software’s capability.
Inconsistent quality of data is a sign of concern. The users are either not able to understand the functionality of Salesforce or not finding it convenient to work with. Use data quality reports to evaluate the stance of your employees and add training sessions and create awareness to resolve the matter.
Gathering end-user feedback
Want to know whether the end-users are satisfied with Salesforce implementation or not? Simply ask them!
Gather the information through Salesforce consultant Chatter groups, or surveys, or by conducting polls. The adoption process of Salesforce is long. Therefore, regularly checking up with employees is necessary.
Ask key leaders to gather feedback directly and indirectly from the employees. There will be some employees who would comfortably discuss their frustration, while others never desire to come under the light. Therefore, you can also gather feedback via an anonymous survey.
Collect the feedback and discuss it with your team to solve the problems. When you will involve the end-users, your employees, they will feel appreciated and an important part of the company.
Track your business performance
Last but not the least, track your business performance when using Salesforce consultant. If your employees are logging in to Salesforce, this doesn’t mean they are using it correctly and appreciate it. To maximize your ROI, you need to go beyond your current tactics.
Don’t count the number of calls made, instead check on time spent on the calls. The types of calls and how the calls led to closed deals. Drill down into the details, identify the patterns and evaluate the behaviors leading to deals. This will help you in tracking down your business performance and increase productivity.
The Bottom Line
Achieving an optimum level of Salesforce adoption rate isn’t a process of a day or two. However, it isn’t totally labor-intensive as well. Salesforce Consultant implementation is useless without complete user adoption. Devise a suitable implementation strategy while remaining within budget.
Use training and create awareness to help the transition become smooth in your organization. Make sure your employees have constant access to all the useful training materials for Salesforce software adoption. Looking for enterprise-level success through Salesforce? Tkxel helps businesses in achieving digital transformation objectives by mapping unique business processes onto Salesforce Consultant. Let’s connect today!