Managing change to create 100% adoption of your CRM and sales enablement solutions
James Rores is the Founder and CEO of the Floriss Group, an innovative leadership and sales development company, dedicated to building sales and customer-facing team members who compete and win as servant leaders.
In this conversation with The Collaborator, James focused in on ensuring 100% adoption of your CRM and sales enablement solutions. Simply put, look at these five phases that James and his team work through to drive this level of adoption.
1️⃣ PHASE I: SELECTION – Technology, application services, systems integration, etc.
2️⃣ PHASE II: IMPLEMENTATION – Configuration, integration, customization, user testing, new role definitions, etc.
3️⃣ PHASE III: ADOPTION – User communication, goal setting, training, coaching, accountability, reporting, etc.
4️⃣ PHASE IV: CERTIFICATION – Goals delivered, deployment accepted, partners/ vendors released, full transition plan complete, etc.
5️⃣ PHASE V: OPTIMIZATION – Superuser and administrator staff maintenance, rapid response capability, ongoing change management, etc.
If you want to stop buying, and replacing, software that doesn't seem to work, invest in the change management process to ensure the changes stick. You'll be amazed at the results that become possible then.
No many being made here by me, but I believe in what James is saying here. To follow up with him, reach out at james@florissgroup.com.
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