Salesforce is one of the most used CRM solutions. It is a cloud computing and SaaS (software-as-a-solution) software that helps organizations handle tasks such as performance analysis, marketing campaign management, sales and spend tracking. It allows Sales teams to contact their leads in real time and close more deals, without missing a potential “hot” lead. However, it takes time to get salespeople to overcome their resistance to a new way of managing prospects and customers.
Why Salespeople Avoid Salesforce?
Sales professionals are hunters by nature, and they would rather make calls than spend time entering data. Using a CRM system is essential for a good sales process, and every business leader knows that. However, salespeople resist it for different reasons – they are action-driven, lack training about the benefits of a CRM to both the company and themselves, or believe that it slows them down from the next sale. It is hard to convince sales reps to use the software if they have this mindset.
Let’s see what managers can do to get their salespeople to use Salesforce and to do it consistently.
1. Sell It to Your Salespeople
First, explain to your salespeople why they need to use the software, and then show them how. Tell them what’s in it both for them as individuals and for the business. Outline the top four reasons they should care and reinforce them in simple bullet points which can be repeated and reinforced in emails, on conference calls and on your internal company branded gear.
2. Demonstrate the Results
Take every opportunity to demonstrate the cause-effect link between Salesforce use and the positive results that it brings. For example, a sales rep got a lead delivered via Salesforce. He or she quickly made a follow-up and closed a sale, which increased lead conversion. Some sales reps are underperforming because they manage their opportunities poorly. With Salesforce, this can be caught and addressed quickly. Be sure to make these things known to the team whenever there’s an opportunity.
3. Provide Support
Whenever a sales rep has a challenge or question about Salesforce, you need to be there to help them and provide support. You can also make an FAQ and roll it out to them to help them address the problems they encounter. It’s important to understand that Salesforce documentation is dynamic and you need to provide clear, simple updates as it evolves.
4. Mention Salesforce in Conversations
Whenever you engage with Salespeople in person or via conference calls, reinforce the benefits of the Salesforce platform. Be prepared with a simple 1-2 sentence overview that reminds Salespeople why it’s important to document their engagement with a qualified buyer at a recent Opening. Let Sales know when their verbal feedback does not coincide with documentation about that prospect in Salesforce. It is proven that if it’s not in Salesforce, the critical Sales follow-up required to close will be far less consistent.
Check out our training tools to promote your Salesforce launch. Builder Promotions can provide you with a set of branded USB drives with preloaded Salesforce training content that can be viewed from any device with a USB port. Visit our Connected Lifestyle e-Storefor tech-related products that provide sales teams with a useful tech tool that promotes the Salesforce URL as a reminder to use it.
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