THE THREE C'S OF SUCCESSFUL SALESFORCE.COM ADOPTION
PART 2 â€“ THE cause
Like every project, if the people don't believe in what you are doing, getting them to do it will be very difficult indeed.
This has been proven time and time again in history, but is particularly apparent when thinking about change and change adoption with software. Remember GIGO?
GIGO stands for Garbage In, Garbage Out and I can assure you, if people are not onboard with what you are doing, or don't understand why they are doing it, you will get garbage in...you can work out what you get out!
This is why 'cause' is the send ingredient in the secret sauce of successful Salesforce.com adoption. A cause gives the people something to get behind, something to believe in, something tangible.
With sales people this is normally something do to do with how it benefits them directly (WIIFM), but it can be something more organisational in its focus. Things like:
- Implementing SFDC will generate an additional 30% to our bottom line
- Successfully using SFDC can improve our sales figures by up to 25%
- If we can get this right, we can all hit our targets and get our bonuses
Ok, the last one is a little too salesperson focused, but when put in easy terms, people can see the benefits of the software and how it can help, rather than being just something else to slow them down.
People often mistake Salesforce.com as a magic bullet to solve all sales problems. Now, whilst it is good it needs people to get behind it, follow the process and understand the value that it brings.
With strong leadership from the champion, developing a cause that everyone knows will have you skipping down the path of success with your Salesforce.com adoption program.
Next time we look at the final piece of the puzzle â€“ campaign!