What Leads to Salesforce Success?

Companies who understand the potential of Salesforce, are proactive on these 4 points.

• No “Magic Bullet”

• Adoption Focus

• Less “Big Brother”, More Sales Wins

• Say No to Big Bang!

1 2 3 4

Turning on Salesforce doesn’t magically increase sales!

Your executive team must create a change management campaign showing how Salesforce helps your sales team make more money.

Your execs must also use Salesforce as their communication tool to all sales reps.

No “Magic Bullet”

For adoption to happen, everyone needs to jump on board!

You need executive championship from day one. Your users will resist a top-down mandate.

You must offset data entry tasks with innovative benefits that save your sales reps’ time.

Adoption Focus

Salesforce should not be seen as an executive tool to monitor and micro-manage sales rep activity. Reps won’t use a system that spies on them!

Focus on how the system accelerates the sales funnel, creates bigger commission cheques, and increases revenue – a positive for everyone!

Less “Big Brother”

More Sales Wins

Don’t deploy all high-value features and bring up all users, at once.

The “Big Bang” path leads to legacy delays and cost over-runs, undermining system credibility.

Start small. Deliver value to the business each month, deploying high risk features and onboarding users as system credibility grows.

Say No to Big Bang!

Sources and Attributes

1. Nancy Duarte – Slidedocs

2. David Taber – Salesforce.com Secrets of Success

3.  A spot of Magic by JD Hancock is licensed under CC

4. US Army by familymwr is licensed under CC

5. What are you looking at? by nolifebeforecoffee is licensed under CC

6. The Big Bang by pshutterbug is licensed under CC

7. The Pride of One by JD Hancock is licensed under CC

About Intellio Incloud

At Intellio Incloud, our focus is on clearly understanding your unique business vision and delivering innovative and scalable solutions.

If you want to contact Myles Walsh:

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