“The only way to make sense out of change is to plunge into it, move with it, and join the dance.”阿兰瓦
Implementing a new CRM system into an organization is sure to be a change for everyone within the company. As an executive, if you are able to jump in and dance with the new product, others will follow suit. Having an executive sponsor is one of the most critical aspects to a successful implementation; but it’s not enough to just say you want people to use it. You have the understanding of your company’s vision and the institutional knowledge necessary to create a productive environment. As the executive sponsor, you must dive in to get the most out of the solution. These are the fundamental steps you must take throughout the process to ensure a productive and successful change.
在这个时候, 你不需要有明确的目标, but it is important to have an understanding of your vision so that as you set goals, you can ensure they align with your overall mission of the company.
这个团队将在整个过程中与你同在. It is important that you communicate your vision with your team, 所以他们在整个过程中是一致的. 才能有成功的实施, Salesforce建议分配一个系统管理员, 项目经理和项目高级用户.
It is important to have good, clean data the minute it is loaded into your new system. 在此之前，需要清理和映射数据. Create a role hierarchy and understand who will need access to which data.
Goal setting is the most important phase of the implementation. 它将概述该项目将如何进行. 保持简单是很重要的. 不要试图一次从你的新系统中得到太多. Use your mission and vision for the company as a guide for defining your business objectives. Optimize how you work with clearly defined objectives such as raising sales growth.
一旦你确定了你的商业目标, use those objectives to identify key performance metrics that align with your vision. 如果你的目标是提高销售增长, you will want to create dashboards that help to make insightful decisions on your pipeline giving you ability to get more le广告 and close more deals.
Understanding which metrics are important to you will help you to prioritize your initiatives, so you can start creating a strategy with clearly defined goals. Make sure your goals are specific, measurable, assignable, realistic, and time-based. 设定明智的目标将极大地帮助你. Here you can state the who, what, when, where and how aspects of the implementation.
现在你已经定义了SMART目标, you and your team need a strategy that will enhance user-adoption. 从传播策略, 培训策略, 实现策略, 你需要创建一个通向成功的路线图. Implementing a CRM system is not a destination; it is a journey. 你的策略应该反映这段旅程. Focus on open, two-way communication, training, and support to facilitate high user adoption. Remember that not everyone will use the solution in the same facets. Your marketing team may use different dashboards than your customer support team. Make sure your strategies are customized for each specific area of business.
As the executive sponsor of the project, this is where you will lead the project to complete success.
在这一点上, everyone in the organization already understands what their involvement will be with the solution, 以及它将如何积极地影响他们的日常工作. Users are set up with training opportunities, and a support system that will address their feedback. This will help to ensure your organization is already sold on the idea that this solution will benefit them and help them reach individual goals.
As your organization begins adoption, measure their usage and reward accordingly. 不管人们在Salesforce中扮演什么角色, remember it is important to reward them on quality not quantity.
Use the vision, goals, strategy, and feedback to continue to improve the platform. Salesforce是一个高度可定制的解决方案. As your business evolves, ensure your process in Salesforce environment is evolving as well.
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