Salesforce Adoption

Why Your Sales Teams Resist Salesforce

Attention: CEOs, Presidents, VPs of Sales, Sales Managers!

Have you made the smart move and invested in the world’s top CRM, Salesforce? Have you spent untold amounts of money with consulting firms getting configuring it? Do you look at your quarterly Salesforce license fees and think, Wow!…that’s not an insignificant significant amount of money? 

Then why aren’t your sales teams getting more utilization from it? If Salesforce is so great, why does your, otherwise motivated, sales team, resist using it so much.

Well, here’s the thing. It basically boils down to four very straightforward reasons.

  • They don’t understand it well enough.
  • They don’t have the time, or are unwilling to change their process.
  • They feel as if they’re being micromanaged.
  • You’re making your sales teams work harder than they need to with a poorly designed system.

In fact, we’re willing to bet, that not one, but all four are likely in play to varying degrees.

Fortunately, at Salesforce Training, we’ve seen this many times, and we have a solution.

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Our Approach to Salesforce Adoption

Salesforce Training follows the prescribed strategies and leverages the tools from the Prosci ®  Change Management program and their ADKAR™ Methodology, to ensure that we have the best chance of success in managing both individual and organizational outcomes, and maximizing your Salesforce ROI.

Change Management is the application of a structured process and set of tools for leading the people side of change to achieve a desired outcome.

The Goals of our Salesforce Adoption program are the following:

  • Increase the probability of the project’s overall success
  • Manage our employee’s natural resistance to change
  • Capture people dependent ROI
  • Build change competency into the organization
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Why Do We Need an Adoption Plan?

Unfortunately, for most users of new technology, simply providing them with a great training program is rarely enough. Just because sales teams have access to Salesforce, or even have been trained extensively on Salesforce, does not mean that they will automatically use it.

Fortunately, at Salesforce Training, we’ve got a lot of experience helping Sales Leaders not just train their teams, but also get them to use Salesforce Lightning effectively. Working with front line managers, we’ll make sure it all sticks.

How Do We Get Started?

If your firm decides to partner with us, the first step will be to conduct a series of assessments to help us understand where you are today, and prepare us for our change journey.

We take an in-depth look at the four key areas where organizations fail to get full value from Salesforce

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Using the Prosci Change Triangle™ we evaluate your organization’s preparedness for Change as well as the Salesforce Adoption Dashboard to understand where we sit today and where we need to go.

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We investigate how your Sales Managers use Salesforce today, their comfort level with the tool, and their ability to coach others towards desired outcomes.

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We assess your organization’s Sales Management process to understand your KPIs, how you track them, and if you’ve identified your true Leading Indicators.

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We tour your Salesforce system with key members of your sales team acting as our tour guide so we can see the hoops and hurdles that your sales team must navigate to get a deal done.

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Using the Prosci Change Triangle™ we evaluate your organization’s preparedness for Change as well as the Salesforce Adoption Dashboard to understand where we sit today and where we need to go.

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We assess your organization’s Sales Management process to understand your KPIs, how you track them, and if you’ve identified your true Leading Indicators.

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We investigate how your Sales Managers use Salesforce today, their comfort level with the tool, and their ability to coach others towards desired outcomes.

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We assess your organization’s Sales Management process to understand your KPIs, how you track them, and if you’ve identified your true Leading Indicators.

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We investigate how your Sales Managers use Salesforce today, their comfort level with the tool, and their ability to coach others towards desired outcomes.

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We tour your Salesforce system with key members of your sales team acting as our tour guide so we can see the hoops and hurdles that your sales team must navigate to get a deal done.

After our assessments we’ll walk you through our findings and prepare a customized Salesforce Adoption plan to address all of the key elements currently holding you back from realizing your full Salesforce ROI.

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Even The Best Training Programs, On Their Own, Can’t Change User Behavior

Here’s the thing. The best, most well designed training programs, on their own, won’t address the lingering issue of getting your sales team to use Salesforce. We’ve worked with some tremendous implementation partners who’ve designed and installed some pretty awesome systems. We’ve worked with leading executives that pull all the right strings when it comes to getting the message out to the broader organization about the benefits of Salesforce. And from our standpoint, we’ve customized and delivered Salesforce Training programs that have received high marks from users who leave training with a knowledge to use Salesforce.

So why isn’t that enough? Because, if you’ve failed to take into account a true change management plan that addresses the people side of change, your results will be less than optimal.

Our approach ensures that you and your sales teams will increase their:gs.

  • Speed of Adoption
  • Ultimate Utilization
  • Proficiency of the users

“Eileen was very well prepared. She was also very knowledgeable and extremely nice.”

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Mechelle Kennedy

Data Analyst, Neustar

Salesforce for Sales