Change Management

What’s in it for me? How to get your folks hooked on CRM.

The most critical element that drives adoption of a new CRM is relevance. The most common misconception in the CRM space today is that user relevance is secondary to ease of use. This is perpetuated by software companies who want you to believe that they have perfected ease of use.

The best technology in the world will not bring a positive ROI from your CRM initiative if the end-users do not adopt its regular use. People are, by nature, reactionary and fear change. If you don’t manage the process of change, you’ll end up with a mutiny on your hands.

A successful CRM implementation integrates change management with end-user training and provides for a more effective—and successful—training program to demonstrate to end-users "what's in it for them."

Communication is critical. Don’t micromanage your sales people. Give them better information and a framework in which to use it. ISM’s team will guide your organization through the sensitive process of implementing changes and additions to your current business processes and will communicate changes to express their positive impact. ISM has developed various strategies to avoid common pitfalls to CRM implementations and can help you identify them before they take a toll on your organization.

ISM’s training programs provide you with strategies to make your sales people addicted to CRM. All too often, training is tacked on at the end of the rollout of the CRM software solution. A well-structured implementation plan integrates training into earlier stages and begins with identifying who needs to be trained, methods for training, source materials, timetables, and so on. A solid and successful CRM strategy includes a comprehensive and well-structured training program.

Intelligent, consistent CRM training goes beyond teaching function and looks at business processes and workflows. As people, process, and technology align, there will be adjustments to workflow and the response to key metrics. Communicating these course changes helps keep everyone on track.

At ISM we have deep expertise in all of the latest CRM software and technology so we can be objective about the software package you really need. Give us a call today and we will give you a guided comparison demo so you can see the differences in each of the solutions you are considering.

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