3 easy steps to get your sales team on board with your new CRM
So, you’ve purchased a brand-new CRM System for your Real Estate company and are eager to see results, but your team isn’t as excited? Employees still doing things manually rather than using the system to automate tasks? Getting your team to adopt automation can be challenging. Even though top managers have already recognised the value of customer relationship software, making it the most frequently purchased technology solution, their teams are reluctant to give up their old habits and move on.
22% of all reported problems to successful CRM implementation were people-related or linked to user adoption (Forrester Research)
Humans are beings of habit, and it’s natural that any change is seen as something scary and overwhelming. This is why any newly implemented change has to be presented in the correct way. It’s up to the team’s leader to guide them through the process and motivate them to get on board. Here are a few easy steps that can help.
83% of senior executives explained that their biggest challenge was getting their staff to use the software (Really Simple Systems)
Step 1 – Set an example
Being the leader of your team, it is important to be the first one to accept change. If you are asking them to adopt automation, you need to be doing so as well. If your team sees that you are using the system actively and it is helping you in various ways, they will feel less hostile towards the idea of using it too. After all, if you don’t want to use it, why would your team want to?
Step 2 – Be clear about the reasons behind the change
One of the most frequent issues with new software adoption is the lack of understanding why it is needed in the first place. For your team to see the necessity behind a new CRM you need to explain it to them. Just because you see it, doesn’t mean they do too. Be clear about the solution’s benefits. Explain how it will work and how automating their daily tasks will allow them to gain more leads. Find some statistics and real-life case studies, to show that it really does make a difference. Show them how each feature of the system works and emphasise how it will change their work for the better. If your team understands all the awesome benefits of a CRM System, their resistance will be minimised significantly.
Some of the main benefits of a CRM solution are:
- Efficient and rapid information flow between teams
- Increased operational efficiency
- Better planned customer interactions
- Better organised lead database
- Higher onboarding levels
Step 3 – Set correct time frames
Explaining and discussing automation is great, but at the end of the day, these discussions can go on and on. This is why it is important to set a time limit. Don’t be afraid to set a specific deadline for using the new system. You can even tell your team members that only those leads that are entered in the system will be taken into consideration. Create a plan that allows your employees to gradually move away from old habits in favour of the new CRM System. Organise thorough training sessions where they can ask questions and practice. Publicly acknowledge those who have already started using the software and give them credit. Ask them to share their experience with the team and describe how their daily work routine has changed.
Embracing change isn’t easy and takes time. That’s why it is important to take the right approach and not force your team into it. By following the simple steps above, you will help your team gradually move away from their old habits and guarantee their interest in it, without causing them to experience negative emotions. Remember, “nothing is so painful to the human mind as a great and sudden change”.
Author: Nadia Ivanova, PR & Digital Marketing Manager at Qobo Group Ltd