One word describes the best motivation for your sales staff: compensation.

A common issue many companies face in implementing CRM technology is user adoption. 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.

For the sales staff, a tried and proven method we have used to increase user adoption rates is to tie use of the CRM to compensation benefits. Financial incentives will motivate your sales staff to use the CRM technology you have implemented.

Whenever possible, the incentives should be framed positively, or you could end up with a disgruntled team. Rather than instituting a penalty for failing to use the CRM, implement a type of bonus system for using the software in line with the companies business processes.

You can also offer bonuses for extended training, going beyond any mandatory training for learning to use your CRM software solution. End-users are much more likely to use the software when they feel like they have mastered it.

Of course, there are many other points of entry for a CRM incentive plan. By carefully comparing your compensation structure with your CRM sales processes, you will identify areas where bonuses can be implemented and motivate your sales team to adopt your CRM solution.

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