3 rules for successfully adopting sales software

 
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So, you’re thinking about a new sales tool for your organization. The benefits of a new sales tool can be great and just buying one is simple enough, but the real challenge is in its implementation. For a sales tool to be useful and effective, you want to get everyone on board and start using it to its full potential. How should you achieve that?

1. Make sure the new tool has achievable and measurable goals

The goal of buying a new sales tool is ultimately to improve either turnover or profit. Even though those are measurable, you should make sure what exactly is your goal. Maybe you want to give more time for your salespeople to take more meetings, to raise their hit rate, or to improve customer satisfaction. Once you’re clear on your goals, it’s much easier to start mapping out a tool for you.

If management makes all the decisions without listening to the users, adoption of the tool won’t be a cakewalk.

2. When and how would the tool be used?

Whether you’re implementing a new CRM system, a call center service or a presentation tool, you should map out exactly the moments in which the tool is going to be used. Do you understand your salesperson’s every day job? What kinds of customers are they meeting and how often? What do they do when they’re not selling? We all know salespeople can be the stubborn sort and definitely goal driven. Which is good, of course. A rule of thumb for implementing a new sales tool, then, would be that if management makes all the decisions without listening to the users, adoption of the tool won’t be a cakewalk. Bring salespeople in to design the tool and to tell you about their jobs. You’ll also turn them into agents for change, who will speak for your new tool when the time comes for implementation. Together, you can build a vision for a tool that will help them in their everyday work. That way, they’ll gladly use it too.

3. Implementation and introduction

This sounds like the easy part. Put consultants to work with your specs and once the tool is done, tell your salespeople how to use it, right? Wrong. Implementation and introduction is really the starting line for your project.  Firstly, train your salespeople through a use case. Tell them your plan for which situations the tool would be used and only then teach them how to use it. Once the tool has been introduced, follow user statistics closely and use the tool yourself. This way, you’ll quickly find the issues that need to be addressed, whether they’re problems with users or lacking features or contents. Approach fixing these issues through the same process you used for the original project and you’ll be golden.