Top 5 Ways to Get Your Employees To Use CRM Software

Customer Relationship Management (CRM) software is analogous to taking a daily vitamin. Both are recognized as proactive ways to maintain a healthy system, yet both also require a consistent effort on the consumers’ part to capitalize on the benefits.

For many, the CRM task is considered a daunting chore and an unconvincing method for preserving a functional system. However, persuaded or not, it is a proven fact that if assimilated to your daily routine, both of these will enhance system productivity.

Businesses are constantly facing the challenge of convincing sales teams to adopt CRM as the daily vitamin in their sales routine. The sales force needs to realize that CRM is a valuable and effective tool that can optimize the sales process and help strengthen customer relationships. However, the challenge is getting employees to accept new applications and processes in spite of feeling uncomfortable with the prospect of having to change their habits and conform to an unfamiliar system.

Here are five proven tips to overcome the user adoption conundrum:

1. Show them WIIFM (What’s in it for me): Demonstrate clearly that the new system you are proposing will benefit them. The main resistance to adoption is that end users (i.e. sales people) see CRM as a tool for management to “spy” on them versus a tool to actually help them sell more. Spend some time explaining how CRM will benefit them directly and not just the company as a whole.

2. Make it easy: If a CRM product takes too much effort to learn and use, sales people will resist incorporating the extra work into their already busy lives. A CRM solution that easily integrates into their existing daily routines is key.

3. Start off with bite size chunks: Rollout the software implementation gradually to avoid overwhelming the sales force. Begin by entering sales contacts. Once they are familiar with this part of the software, start tracking sales with the new system. Continue the process by having them use the software to generating reports. Do this until they have gradually begun using every function of the new solution in their daily routine

4. Work the way they work: Most sales people use Outlook throughout the day. Discover what sales processes they are already doing within Outlook and then see what can be leveraged into the CRM package. If the product doesn’t work within Outlook, make sure it at least syncs seamlessly with that program.

5. Make part of their pay dependent on activities within the CRM solution: Once the CRM application is implemented and the sales force is trained, issue a simple declaration that they will only be paid commission for sales if the contact is in the CRM program. Be sure that the declaration is simple and clear to understand.

Once the sales team is executing effectively within the CRM software, it is important to consistently review and analyze their results weighed against current expectations. Invite the sales team to review weekly or monthly reports and share feedback. Doing so will not only build a healthy relationship between the product and the employees, but also between the manager and the employees. CRM user adoption rates will rapidly improve as the sales team begins seeing and reaping the benefits of this innovative technology.