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Salesforce user adoption starts at the top

Salesforce user adoption in larger organizations in not always a seamless process. While purchasing Salesforce licenses is usually done by an employee lower in the org chart – the reality is, if the CEO of a company is not using Salesforce, than it’s very hard to expect the rest of the company to adopt it. Salesforce user adoption starts at the top. Here are three tips to get the entire company on board – from the top down:

Say Goodbye to Excel:
Salesforce needs to be the one and only system of record. If one department is responsible for pulling reports within Salesforce, but executive management is still relying on their personal Excel spreadsheets – essentially the Salesforce data is pointless. Starting from the top, everyone must have the same expectations and confidence that the data within Salesforce is the master record of data. A simple motto to adopt with this process is: “If the data doesn’t exist in Salesforce, then it doesn’t exist”.

Create a Simple Process:
If inputting data into Salesforce is redundant with the other required corporate processes, nobody is actually going to do it. If there is no perceived value from the executive team on why the company is using Salesforce (other than the “we’re paying for it” reason) –  people will consider it useless. If there are too many fields and it is too cumbersome for users to enter data, then they will simply abandon Salesforce all together. A good Salesforce implementation simplifies a current business process, minimizes the use of spreadsheets, and eliminates redundancies. Ultimately, using Salesforce should be an easier process than what it is replacing.

Keep the Whole Team Accountable:
Measure the company’s usage with the User Adoption dashboard. This will show recent logins, number of records created or modified, etc. If users are having trouble with the transition, incentivise them with how many activities they log, or only pay commission on a sale if the entire sales cycle was logged in Salesforce. Create a leaderboard that highlights who is logging the most in Salesforce, closing the most opportunities, or spending the most time with the platform. Usage reports and dashboards should be used to measure how well and how often the entire company is using Salesforce.

Is your entire team on board with Salesforce? If not, give me a call at 866-330-8263 so that we can talk more about your implementation. I’ll ask specific questions about your business process to ensure that the data model within Salesforce is equivalent. If needed, I’ll customize fields and layouts to make it easier for users to add data. I can configure automated workflows that help with accountability or incentive programs. And finally, I can create a customized training plan to ensure that your entire company is utilizing Salesforce as the one and only system of record.

Jen Stretch

Jen Stretch is a marketing professional with a decade of web-based technical experience. Her core competencies include Salesforce.com and marketing automation consulting, implementation, and training. She is a certified Salesforce.com Administrator with five years of marketing automation experience.

Jen is also a enthusiastic cyclist and applies the same competitive spirit that she has on the bike to push businesses out of their comfort zone and beyond their perceived finish line.

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