How to Increase Salesforce Adoption by Using a Sales Operations Tool

The biggest challenge for any organization is to ensure that whatever decision is made, it is accepted and supported by all its employees.

So, it makes perfect sense for an enterprise to use Salesforce in order to boost its customer relationship management capabilities.

However, the results will only start showing if it is adopted by the majority of the staff in the most efficient manner.

A great way to ensure increased Salesforce adoption at your organization is to use an effective sales operations tool.

Let us take a look at some of the ways through which such a tool can improve the adoption and use of the Salesforce system in your company.

Automation for Easy Salesforce Adoption

Just because you have introduced Salesforce into your company, does not mean that you should start to integrate it with everything. That would only complicate matters for your sales representatives, whose ultimate objective is to sell.

And, if they have to do a lot of data updates for Salesforce, they will not be able to give their complete focus to the leads or opportunities.

Hence, it is necessary to know what should be integrated with Salesforce first. This is where a few sales operations tools can help.

Such tools will help to automate tasks. For example, your sales representatives would be able to generate documents (such as invoices and sales reports) with only a few clicks in the Salesforce system.

In other words, the software helps to make Salesforce adoption relatively easier for the sales representatives and will ultimately motivate them to start using it extensively.

Better Insights into Salesforce Usage

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To know what measures should be taken to improve Salesforce usage or adoption in your enterprise, you first need to know how active your sales team is on Salesforce at the moment.

An effective software program will be able to share details about how frequently the sales representatives log into the Salesforce system and update data, the amount of time spent inside Salesforce, their overall usage rates; and so on.

Some highly impactful metrics for measuring the level of individual or team adoption of Salesforce are:

  • The number of contacts created,
  • The number of opportunities with closure dates in the past, and
  • The number of activities generated in order to record notes from telephone calls and meetings.

Such insights will enable you to understand how well Salesforce is already being used within your sales team. This level of user behavior tracking for Salesforce usage will further help you identify and target those sales representatives who are not as active on Salesforce as would be hoped.

Leveraging the Maximum Benefits from Salesforce

Almost every organization that has implemented the Salesforce system uses the standard functionalities that it offers.

So, how does your organization plan to get the winning edge, especially over businesses in the same sector?

Of course, getting more out of Salesforce is one way of doing it and having a smart software solution in place can go a long way in helping your company achieve the same.

Such software solutions can bring more insights about the appropriate alignment of the Salesforce.com configuration and functionality with the business processes.

It also enables your sales team to quickly tackle any technical problems, before they become serious issues. It can also shine more light (through data) on how effective usage of certain apps can help your sales team collaborate more efficiently.

Accurate Identification of the Salesforce Licensing Level to Eliminate Wastage

Another key benefit of using sales operations tools to boost Salesforce usage in a company is that it helps your sales team match their Salesforce needs exactly to the right licensing level offered.

If you are a Salesforce user, you would already know that Salesforce provides several licensing levels. If you happen to select a higher licensing level, it will prove to be expensive and such subscriptions would often go underused which leads to wastage.

But, with sales operations tools, you can identify sections of your sales team that may require a particular licensing level and, thereby, enable them to focus only on that area of the system.

We hope that the ways of using software programs that were discussed above help your organization consistently improve its Salesforce adoption. Do you have any questions?

Images sources: Flickr

Published by

Ohad Oren

Ohad Oren is Co-Founder and COO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Ohad has years of experience in Sales and Business Management. You can follow him on twitter on @OrenOhad

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