Deploying Salesforce requires a significant investment of time and capital. Smart companies develop a business case and tie an ROI to future revenue increases or productivity gains to justify their Salesforce investment. Without effective (“well adopted”) use of Salesforce postulated in the business case, however, the ROI falls short of expectations and the business leaders have some explaining to do.
In the early days of Salesforce, adoption was measured using basic metrics like number of logins or login frequency. Business leaders quickly learned that tracking logins didn’t necessarily indicate effective use of the platform. A Sales Executive might say, “Everyone logged in every day this month. Why aren’t we seeing a lift in revenue? Why aren’t we closing deals faster, we’re using Salesforce!” More sophisticated adoption strategies are needed to define and measure the seller behaviors that make a real difference to the top line or productivity metrics.
Here are the top 4 things you must do to drive Salesforce adoption:
In my next article, I’ll outline an adoption scoring algorithm and demonstrate how to measure the performance of your sales team using metrics that really matter to your Salesforce ROI.
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