Why Rob? Why?

Achieving adoption of your CRM by the Sales

Organization

What We’ll Cover• Why do people fail to use the CRM?• What’s wrong with your CRM or Process?• What problems does this create for you company?

• Ok great, so, how do we fix this?

Rob’s Day1 update per day on social media 2 customer meetings to attend4 deals to close5 deals to develop10 companies to prospect15 internal requests via e-mail(6 from marketing driving event attendance, 6 from

management requesting status updates of some kind, 3 he doesn’t even get round to reading)20 inbound instant messages 30 minutes sitting in traffic Not to mention:

Take kids to school Make lunch Clean dishes Coach basketball Pick kids up Take customer to lunch Maybe sleep?

Let’s demonstrate the first 5 minutes of his day…

Why people fail to use CRM

Adoption issues:

•CRM is Big Brother

•Don’t fully understand functionality-how it works-

•Forced upon them

•Don’t see value

User Adoption & Proficiency

UserProficiency

Time

Learning Curve Forgetting Curve

Project Phase Sustainment Phase

“40% of executives worry that their organizations will not keep pace with technology change and lose their competitive edge”

Quantifiable value of Increasing and maintaining User adoption and proficiency throughout the application lifecycle

McKinsey study 2013

Why people fail to use CRM

People issues:•Lazy people…yeah, that’s you.•Forgetful•Procrastinate•Takes too much time

What’s wrong with your CRM?

Data:•Wrong data•Unable to find information•Duplicate

-Rob true story: “I previously tried toget into find contacts to prospectto but the contact information is not up to date anyway”

What’s wrong with your CRM?

Tool:•Not a business fit•Ease and speed of access•Nobody leading by example•Your reps trying to game the system and meet stats

•No secondary checks•Rep enters fictional call data to hit numbers

Problems it causes• Duplicate contact information• Bad data• Lost activities and tasks• Impossible to know where deals are in the pipeline

• Accurate forecasting is nothing but a great dream

Ok, great, how do we fix it?

Keep in mind:

• CRM systems are very user centric and driven by those who use it.

• Explain concepts and importance of CRM.

• Show them why using the CRM will benefit their daily lives and checkbook.

• Automated entry like CPQ.

• Give users expert help in their moment of need and push the right content at the right time.

• Easily share best practices, hints & tips when it’s most appropriate.

• Put content in context of the users situation – Significantly reduces the need to waste time searching for information.

• Alert users what’s new, explain in context, how and why something is important.

• Share examples on how to get things done right, the first time.

• Demonstrate how management is using the tool.

We covered!• Why people fail to use the CRM• What’s wrong with your CRM or Process• What problems can it create for you company

• Ok, great, how do we fix this?

Who we are!Lanshore is a dynamic solutions organization that provides Sales Performance Management Services, CRM Management applications, and Maintenance.

We specialize in SPM and CRM data applications, focusing on optimizing your existing CRM investment, by either improving the ramp up process of your sales force through ImprovedApps, or "cleaning" your old or inaccurate data (that slows down productivity and can hurt your sales efforts) with Lanshore's CRM Cleansing App.

If you liked what you saw as a Salesforce user, specially the NoticeBoard and ImprovedHelp,

we are the reseller for ImprovedApps in the Americas.

Visit us at www.lanshore.com to find out more.

For Sale: Parachute. Used once, never opened, small stain.