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Jarrett O’BrienSr. Product Marketing Manager at Jive
10 Steps to Sales Software
Adoption
Adoption is the foundation of any software ROI. Over the last 10 years, studies found
that between 30-70% of CRM projects failed.
And, the scary reality is that the most widely-used sales
tool is a 40-year-old piece of technology: EMAIL.
“Just in case” training versus just in time. Doesn’t reflect real selling or learning from peers. Content is out of date and costly
Why have traditional sales tools failed to gain ADOPTION???
LMS
CMS
CRM Transaction focused and historical data Primary value is for management. Not used by experts who support sales
Built for authoring, not accessing information. Static repositories and one directional. Not collaborative / based on a selling situation.
Executives
Forecasts:IncomingRevenue
Dashboards
CustomerData
Marketing
SegmentCustomers
Leads
Campaigns
Experts
???
Sales Mgmt
Forecasts
ManageRegion
TrackActivities
SalesProcess
Sales
Opps / Act
Track Data / Notifications
CallPlanning
Value: CRM is ONLY Valuable for SomeAll roles enable sales and drive deals
VA
LU
E
low value + low adoption
= ROI
DEEP USE CASESCreate and verify them with sales and create high-level benefit statements for audiences with key metrics to track.1
RFPs / Proposal / Presentations
Competitive Intelligence
Objection Handling and ?’s
Deal Rooms / Team Selling
New Sales Process
Creating / Giving Presentations
Sales Playbooks
Buyer Collaboration
Ops / Finance / Legal
Cross Selling
Sales On Boarding
Field Communications
Selling New Products
Territory InconsistencySharing Wins
SellerChallenges
CREATE A PLANTreat deployments like external campaigns. Develop an adoption roadmap (Top-down & Grass Roots)
GET SALES TALKINGMake sure sales are communicating in the tool at every level where they used to in email or on phone calls:
Executives need to have bought into social and contribute content in order to create the culture. Video blogs are a great way to accomplish this.
Sales leadership groups can also collaborate and share monthly best practices or create regional groups.
Create a sales mentoring program to incent top reps to share with newbies and cross-pollinate best practices.
SEED THE FIELDPlant new content in your new system and shut down locations where they can access old content.
DON’T HAVE CONTENT???
Ask questions about topics and elicit responses from sales and experts.
Have ideation jams on missing sales collateral.
Crowd-source content to create the best pitches and proposals.
RAISE THE BARNHave in-person & virtual events and let sales submit content, whittle it down to the best messaging.
Leverage Your People:
‘Like’, rate, and and socialize the content
Create polls to vote on top content.
Track impact stats to see what was really the best
RECORD EVERYTHINGVideotape and record live events, QBR’s, sales call, etc. Serve them up as a series for those who couldn’t make it.
Don’t Miss the Memo:
Sales Leadership Video blogs
Weekly Sales Calls
Top reps doing the sales pitch
ADD VALUE TO SYSTEMSSellers have already adopted other tools; make sure your new solutions are integrated with all systems.
7On Boarding Enablement Deals / Accts
Event based training Situational learning
App Specific Web Integration Any Browser
Static content What Matters and Interactive
Transaction focused People with Deal Hub
LMS CMS CRM
PPT Word Desktop Integrations Outlook XLS
Deep App Specific Integrations
ACCESS ON THE ROADIn the world we live in you need to have access from any mobile device, including smart phones and tablets.
Give your team members the ability to create content, ask questions, present pitches, and accelerate the deal, online or off.
MAKE IT FUNUse gamification to create contests, assign missions, and give rewards for behaviors you are trying to incent.
Leverage Your People:
Incent behaviors with missions.
Track progress.
Award badges and prizes.
EXPERIENCE IS EVERYTHINGIf it isn’t as easy to use or slicker than the tools sellers know and love, don’t roll it out. Try BEFORE you BUY.
10
Do you have other ways that you have rolled out software
to sales with high adoption rates?
Comment below to add to the discussion. Also,
download our free best practices paper on Sales Enablement: click here.