The implementation of Salesforce for new users is not always simple. Whether
migrating from a different platform, or adopting a new CRM for the first time,
managers face many challenges, including user onboarding, data duplication and low
adoption, among others.
For these reasons, the implementation process must be strategically carried out. To
help you strategize, we’ve compiled 5 common mistakes made at this time so that
you may be able to avoid them.
1. Lack of Customization
With all the customization options available with Salesforce, you can be assured that
it can be easily integrated into your existing practices. The problem arises when you
don’t take the time to adequately organize your business processes and define them
clearly. If you don’t take this time you can end up with complicated applications
which use far too many fields or have disorganized page layouts. Customization may
take time so be sure that you’re connecting with your employees about suggested
improvements or challenges in order to keep things clear.
2. Lack of Vision
Before implementing Salesforce, be sure that you have a vision. Ask what you want
to get out of Salesforce, and articulate exactly what processes or procedures you’re
hoping to improve. The better your vision for Salesforce the more likely you’ll have
success with uptake, training and customization. Don’t rush. That’s where mistakes
are made. Don’t roll it out all at once. Be sure that you launch in stages and that you
have a vision for each and every stage.
3. Lack of Information Migration
While it’s important to move your data to Salesforce as quickly as possible, you do
need to be sure you’ve selected the right information. While transferring information
makes everyone nervous, it will be far smoother a process if you take the time to do
an adequate backup, and prepare well for the transfer. Use this time to do a little
clean up as well. While it may be instinctive to cling to old documents, now is the
time to transfer only useful and up to date data. And don’t forget to do a test
migration in order to prepare yourself and your team for any possible challenges that
could arise during migration.
4. Forget to monitor progress or resistance
Throughout the implementation process you should be monitoring your successes
and failures. Salesforce allows you to identify those who successfully implement the
program and those who don’t. You can then use this data to identify areas of
concern and or areas that need to be adjusted, changed or improved to ensure
better uptake. In order to build efficiencies you need to keep track of progress, but
you also need to identify just where and why there may be resistance or difficulty.
5. Lack of Training
One of the most important elements of successful implementation is training. Sadly,
it’s also the most overlooked. Many businesses train their employees early on in the
process and then leave them on their own to figure out the next steps, or its role in
the unique processes associated with their jobs. Gartner analyst Michael Maoz
writes, “CRM process flaws and inadequate technologies could derail customer
loyalty strategies.” Ensure processes are taught and carried out correctly before
moving on to the next training step.
Ongoing training is the key to successful implementation and that means that you’re
not just interested in an initial introduction but ongoing and frequent updates and
check-ins.
It’s easy to rush into Salesforce and make the important changes you need but be
sure that you’ve evaluated just what it is that you need in order to benefit most, and
offer the most benefit to others. Keep these 5 frequent obstacles to success in mind
whenever you’re looking to implement Salesforce.
