8 Steps to Successful CRM Adoption

Published May 21 2020 by Ruston Eads

From better forecast accuracy to accelerating revenue via pipeline, there are many benefits a sales organization can enjoy from a client relationship management (CRM) platform. Yet 40% of CRM customers report having an adoption rate above 90%.

Why is CRM adoption so low? Because most sales leaders fail to understand that implementing a new CRM is more than just making a purchase and telling the sales team they’re going to be using new software. They fail to communicate to the sales team how the CRM will contribute to the long-term growth of the company and the role they will play in making it happen.

Understanding why you’re undertaking a CRM initiative is the first step in the right direction. But if you plan to be successful, it pays to study what high-performing organizations are doing right with CRM.

According to Nucleus Research, organizations that have been successful with their CRM initiative see an average return on investment of $8.71 for every dollar spent on CRM software. They’re also 81% more likely to be practicing consistent usage of the tool.

Knowing that CRM is key to gaining a competitive advantage, how do you incentivize your sales team to adopt the software? Over the years as an implementation partner, we’ve overseen countless CRM initiatives. And companies that have been successful tend to follow these eight steps.

8 Steps to Successful CRM Adoption

  1. Seek Companywide Involvement
  2. Develop a Single System
  3. Provide Mobile Capabilities
  4. Leverage Process Driven Forms
  5. Deliver Consistent, Tailored Messaging
  6. Make Sure Your Data is Clean and Accurate
  7. Train and Train Again
  8. Request Feedback

If you are looking for a short and sweet overview of how to be successful with CRM, check out this 3 minute video.

For a deeper look at how to be successful with CRM, with an in-depth look at each of the 8 steps, check out our new eBook.

eBook: Your Roadmap to CRM Adoption and Training Readiness

 

Ruston Eads is a Microsoft enthusiast with a demonstrated history of accomplishments in business development, pre-sales, project management and consulting.

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