how to increase user adoption salesforce

^{8 Best Practice Tips to Increase Salesforce User Adoption}

1. Create a powerful advantage to using Salesforce. Make it easier for sales people to do their jobs by using the system than not using it. ...
2. Create a powerful disadvantage to not using Salesforce. Make it easier for sales people to do their jobs using the system. ...
3. Measure Salesforce user adoption using insightful metrics. Login rates are a poor measure of user adoption. ...
4. Proactively manage Salesforce user adoption. Segment sales people into four user adoption segments. Manage each segment appropriately using the user adoption metrics.
Use reports and dashboards to measure sales performance. Well formatted reports and dashboards give sales people and managers the visibility they crave. ...
Create short videos that explain new functionality. It’s not always possible to deliver face-to-face training. Create short, videos to demonstrate and train on new functionality.
Track sales revenue against target in Salesforce. Take reports and dashboards a step further. Measure performance against individual sales person target within Salesforce.
Extend Salesforce functionality above and beyond standard capabilities.

Full Answer

Why is Salesforce user adoption so difficult?

And this creates an ugly vicious cycle, one that sees the data getting dirtier and dirtier, the sales rep becoming more and more frustrated with the process and the manager unable to glean any possible benefit from this costly implementation. Salesforce user adoption tends to be a big challenge for most organisations.

Why do Salesforce CRM systems fail?

Most of the time, it’s due to poor salesforce user adoption. It’s all very well building an impressive CRM system but, if the intended user doesn’t participate in the creation and up-keeping of the platform, the whole process weakens and inevitably fails.

Why do we need a Salesforce platform?

System changes and advancements happen quickly and often. At the same time, our own sales organisation and process is in constant evolution. So, we must work hard to build a platform that can adapt to fit the needs of our reps and business. 5. No Salesforce champion: Salesforce is a pretty impressive bit of technology.

Is Salesforce a tool you can turn on and leave alone?

Just like any other technology, Salesforce is not a tool you can simply turn on and leave to run alone. System changes and advancements happen quickly and often. At the same time, our own sales organisation and process is in constant evolution. So, we must work hard to build a platform that can adapt to fit the needs of our reps and business.

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How do I improve user adoption in Salesforce?

Show leadership buy-in. ... Understand and learn from your end-users. ... Create a long-term Salesforce adoption strategy. ... Establish training priorities. ... Pre-plan your Salesforce adoption training. ... Answer WIIFM and WDIMTM Questions. ... Start with a Salesforce pilot run. ... Encourage interaction with the Trailblazer Community.More items...•

How can we improve user adoption?

How can you Improve User Adoption at your organization?User Adoption Strategy #1: Verify the Need.User Adoption Strategy #2: Turn New Technology Releases into Events.User Adoption Strategy #3: Establish a Pilot Program.User adoption strategy #4: Encourage a Rewards Program.More items...•

How do I drive a user adoption in Salesforce?

6 Keys to Drive User Adoption. Want ways to maximize your Salesforce investment? ... Identify your stakeholders. ... Assess impact. ... Communicate, communicate, communicate! ... Provide the training and tools needed for success. ... Use myTrailhead for ongoing learning and skilling up. ... Encourage feedback and build a support process.

How do I get people to use Salesforce?

6 Tips for Encouraging Your Sales Team to Start Using CRMShow your Sales team the benefits of CRM. ... Include your Sales team in the CRM Selection Process. ... Commit to ongoing training. ... Share success stories. ... Offer incentives to salespeople as they get started with CRM. ... Don't Be Shy About Compelling the Team to Use the Tool.

What is user adoption strategy?

User adoption is the process new customers or end users go through when they start using a new product and (hopefully) commit to it long term. They may be shopping around for a new product that's more effective at helping them achieve specific goals.

How do you increase product acceptance?

In review, these 7 strategies, when executed together, have the power to drastically increase product adoption.Create In-Product Tips and Walkthroughs.Use Segmented Email Marketing To Re-Engage Users.Make Subtle Mentions In Blog Posts.Experiment With Website & In-App Placement.Include Prompts In Team Email Signatures.More items...•

How can I improve salesforce?

7 Ways to Instantly Improve Your Salesforce OrgKeep Custom Fields Under Control. ... Provide Continuous Training. ... Collect Feedback. ... Restrict Report Creation. ... Improve Efficiency with Apex and Workflows. ... Make the Most of Validation Rules. ... Organize Reports and Dashboards Logically.

How do you convince salespeople to use CRM?

Stop Telling, Start Showing. It's one thing to tell salespeople that they'll benefit from using the CRM. ... Incentivize the Behavior. We're all creatures of habit. ... Consider a Team-Based Incentive. ... Let the Sales Team Help Make the Decision. ... Build Productive Habits from the Start. ... Make CRM Best Practices a Recurring Theme.

How does Salesforce improve customer experience?

Salesforce provides a complete customer service solution with easy access to the full details, context, and history of every case and customer interaction.

How can you help make your sales team most productive Salesforce?

Here's what they told us:Begin your day the right way. Starting your day well? ... Go mobile. 72% of high performing sales reps say being able to perform sales tasks on their phone is critical to their success. ... Take control of time-wasting tasks. ... Get real-time insights. ... Automate (almost) everything.

How to use Salesforce?

With your metrics defined and your dashboards set up, the next step is to start thinking about how you can create an advantage to using Salesforce over not using it. Add the motivation, and the users will follow. This might involve: 1 Providing valuable insight unavailable elsewhere, such as well-designed reports and dashboards or intelligent lead scoring 2 Capture leads in Salesforce that can’t be accessed through another system 3 Introduce gamification initiatives that reward users for completing tasks or other activities in Salesforce 4 Use apps from the AppExchange to enhance user experience and provide value

Is Salesforce adoption one and done?

Salesforce user adoption is never a one-and-done deal. As companies grow and change, you’ll always find new challenges coming your way. Continuously monitor adoption rates and test out different ways to improve them. The best part is, you’ll be improving your Salesforce org in tandem with adding more users that give it value in the first place.

1. Listen actively

UNF stakeholders were numerous and diverse, including executives and 18 departments. The Core Salesforce Team spent considerable time asking questions to understand their pain points and identify opportunities to create efficiencies.

2. Remain positive

Because of the existence of a legacy CRM system, the team needed to be sensitive to user burnout and wariness that any new system would be a panacea. The team maintained a “positive approach;” and acknowledged users’ pain points, understanding that any negativity was coming from a place of need.

3. Set a baseline measurement

As part of the listening tour, Lyrae and Jordan sought to quantify the existing levels of effort required for the various functions slated for CRM. This would establish a baseline against which UNF would measure the success of the new system and, therefore, further encourage user adoption.

4. Empower enthusiasts

The team identified prospective users who were enthusiastic about the Salesforce initiative. Twenty-five of them – representing each affected department – formed the “Champions” group which served as a communication conduit to and from the frontlines, relaying messages, sharing success stories and reporting back questions or issues.

5. Name Salesforce Administrators early

Because a new CRM system would require staff members to learn new software, it was important to identify Salesforce admins early in the process who had both technical know-how and people skills. Early identification also allowed UN Foundation’s four admins to receive advanced training and provide visible frontline support.

6. Communicate frequently and clearly

Communication – up and down the organization’s ladder — was a critical piece of the implementation strategy. Lyrae actively managed a communication plan that varied by the audience.

7. Celebrate success

Throughout the process Lyrae and her team shared Salesforce successes big and small, and communicated each time a milestone was reached. At launch, early adopters and champions were celebrated, thanked and rewarded with Salesforce-branded swag.

How much does Salesforce cost?

However, Salesforce can also be an expensive tool, especially if you’re paying but users aren’t using it! With average Salesforce pricing costing between $25 and $300 per user , if your users are not fully utilizing your Salesforce instance, that monthly cost can add up quickly. There are many reasons as to why you may have resistance from Users to working with the platform or low Salesforce user adoption. However, there are many ways you can engage your team to start using Salesforce more and enjoy it more too.

Why is it important to understand your end user before planning the communication strategy?

No matter the scale of your implementation, its human nature to resist change. This is why it becomes important that you understand your end-user before planning the communication strategy. The messaging and content right from product launch, to training manuals and follow-ups, should be designed keeping in mind the day-to-day process end users work with and how using Salesforce will help them.

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What is Salesforce adoption?

The Salesforce adoption can be categorized as: Willing and Able: The people already using Salesforce successfully can lie under this category. Need to Get Trained: Some people who want to use Salesforce but are not able to do so due to lack of understanding can lie under this category.

How many salespeople use Salesforce?

In any organization, it has been seen that around 52% of the sales people use the power of Salesforce. 31% of the under-performance salespeople do not use CRM. The CRM improves the performance of Salespeople and they become able to: The use of CRM helps the Salespeople in understanding whether they have sufficient resources to fulfill their sales ...

Why is CRM important?

The use of CRM helps the Salespeople in understanding whether they have sufficient resources to fulfill their sales target or not. Salespeople can quickly identify the critical deals that can help in attaining the target quickly. Can effectively close the opportunity by timely planned actions.