Six tips for enterprise employees to use CRM

The CRM system is a useful and effective tool for enterprises to optimize the sales process, maintain customer relationships, and strengthen sales management. After the system has been set up, how can employees accept new applications and processes? This is the challenge we face now.

CIOs are constantly challenged to persuade sales to use CRM as their daily work. In many cases, sales staff are already very clear about the advantages of CRM and the benefits it can bring to enterprises, sales and users. However, this means they have to change their habits while accepting the benefits, and accept the discomfort of new applications and new processes: unfamiliar systems and unfamiliar processes.

Essentially, this is determined by human nature. People are used to stick to the old routine and stay comfortable, while avoiding the risk of change as much as possible, although this may lead them to lag behind competitors. James Wong, who has many years of experience in CRM, provides six tips that have proved to be effective to help employees overcome the challenges of using CRM.

Tip 1: Keep it simple

If a CRM system requires the user to invest too much energy to learn how to use it, it will undoubtedly close the door to CRM from the very beginning. The only result is that sales staff will resist the extra burden of being included in their busy work. Therefore, the key to making a CRM system available is whether it can be easily integrated with existing daily work. Whether to choose products that can closely integrate with familiar systems or integrate CRM into existing systems in other ways will make Users react differently to the new system, this is a problem that requires the CIO to take seriously.

Tip 2: try to eliminate concerns

So that CRM users can clearly understand that the popularization of new systems is truly beneficial to them. In addition to failing to fully understand the benefits of CRM and fear of changes, the main Resistance of end users (sales staff) to accept CRM comes from, they think the new system is a "spyware" tool that managers use to monitor them, rather than helping them sell better. Spend more time explaining to them how CRM will directly benefit themselves, rather than simply benefiting the company as a whole.

Tip 3: get started with familiarity

The mail system, such as outlook, is the most frequently used by most sales personnel throughout the day. Look at what outlook has done throughout the sales process, and whether it is possible to get them into CRM faster through a familiar system. If a CRM product cannot be nested in a mail system or other common systems, make sure that it is at least seamlessly synchronized with these programs without affecting normal use.

Tip 4: Learn to step by step

It can be understood that CIOs want the system to be quickly applied and generate benefits. However, please be sure to restrain the impulse to forcibly implement all functions. This will only put more pressure on users. First, instruct them to start using the system's contact function. Once you are familiar with a part of the system, you can continue to teach them to use the software to generate reports at work. Until they gradually start to use every function of the new system in their daily work.

Tip 5: lure "profit"

Once the implementation of the CRM application is complete and the sales personnel are trained to use the application, a simple statement can be issued. For example, only this sales is completed through the CRM system, in order to pay them sales commission. Obviously, this method is inseparable from the support of the company's top leadership.

Tip 6: Pay attention to sharing and feedback

Once the sales team starts to use the CRM application effectively, feedback on system usage is even more important. Try to ask the sales team to share and feedback system usage on a regular basis. The IT department needs to evaluate whether the use results are consistent with the original expectations. This approach not only establishes a benign relationship between products and users, but also strengthens the relationship between employees and managers. When the sales team sees and feels the great rewards this new technology brings to them, the adoption rate of the CRM system will rapidly increase.

In many cases, enterprises or CIOs are very easy to fall into such a trap, ignoring the feelings and guidance of end users, and blindly considering technology, innovation, and interests. However, it is sad that a high-quality product is not actually used. The simplest way to make such CRM products accepted is to guide users to keep changing. Understanding and using these skills will also help this transformation develop as smoothly as possible.

Reference from: http://soft.ccw.com.cn/crm/htm2010/20100318_851437.shtml