At some point, most Salesforce Administrators have found themselves struggling with user adoption. This effort encompasses trying to encourage salespeople to enter Leads, Update Contacts, and enter Opportunities in a timely manner. It also includes trying to convince marketing to give up their Excel spreadsheets and begin tracking all of their marketing efforts through Salesforce. All of this is done to provide your Executive team with a global view into the effectiveness of campaigns.
One of the best practices any company can adopt is a suggestion directly from Salesforce themselves, “If it isn’t in Salesforce, it doesn’t exist!” This is an essential mantra to fully leverage the power of Salesforce and provide a 360-degree view into your organization.
So here are some practical ideas that can support Admins on their quest. Want to start using Salesforce as a single source of truth? Keep reading.
Dashboard Creation and Gamification
From a Sales perspective, a Best Practice for any Salesforce Administrator is to spend time working with Sales Teams. This is done to define metrics and create Dashboards. Then, these can both show managers the state of their team and promote healthy competition between Salespeople. Most successful salespeople are competitive by nature. Consequently, by making Salesforce a useful place to easily gauge success both personally and as a team you can increase user adoption of Salesforce. Now instead of a place that your salespeople are required to track information, it becomes a tool they want to use.
Continuous Training on Salesforce
Once sales teams become familiar with Salesforce, user adoption becomes less of a challenge. An added benefit is once you have crossed this first hurdle, it opens the opportunity to begin training. You can start using some of the other great Sales Cloud features in Salesforce such as Social Contacts and the Collaboration Cloud. You can train on how Salespeople can close deals faster with Chatter and how they can customize their Salesforce environment to fit the way they work!
Utilize Marketing Tools within Salesforce
One of the key ingredients that I’ve seen contribute to successful marketing efforts, is to look at Salesforce holistically. Salesforce is a powerful tool and offers many great Apps. This can help make Salesforce the “One Source of the Truth” for all your marketing initiatives. Marketing has many tools available to them such as Radian6 or Vocus for Social Media Monitoring, Email Marketing tools that integrate with Salesforce and standard Salesforce Campaigns can also create a winning combination. This allows your team to track successes from every channel. By utilizing these tools Marketing teams can create a global view into the strengths and weaknesses of each campaign. They’ll learn how they work together, and quickly make adjustments to maximize ROI.
Additionally, what makes Salesforce so effective for Total Customer Management is that it removes the “Silo’s”. These can muddy the waters of your Sales Pipeline and inhibit the company’s efforts to presenting a unified marketing message. By breaking down these walls, Salesforce Admins can be their company’s champion. In conclusion, you have the power to move them towards a more unified view of company successes and central source of reliable information.