Ever since the advent of CRM systems in the 1990s, their implementation failure rate has been quite high. Back in the year 2001, Gartner recorded a 50% failure rate, and it has continued to increase since then.
In 2017, CIO magazine reported that around one-third of all customer relationship management projects fail.
So it is inferred that a CRM Implementation can prove to be a bountiful success or an expensive misstep.
How do you keep a premium CRM, such as Salesforce Implementation, out of this crowded cemetery? — By being prepared.
Though there could be a lot of possible reasons for the failure, it’s usually the ones that occur during the Post Implementation.
Here are the four most prevalent concerns that organizations face after a Salesforce Implementation.
1. Salesforce User Adoption
Salesforce is a powerful CRM platform.
The competent integration capabilities and scalability make Salesforce the number one CRM platform in the world today.
According to Salesforce, “Implementation of Salesforce will increase sales win rate by 26% and sales revenues by 28%.”
Only an exhaustive Salesforce User Adoption can lead businesses to impressive improvements in the ROI. However, statistics say that 43% of CRM customers use fewer than half the features they have on their CRM system.
Quite a natural occurrence post-Salesforce Implementation, if you could think through the induction!
- The Management favors for a premium CRM system because that sounds like a strong move to reap impressive benefits.
- The Sales Managers adore a sophisticated CRM system, because what could be more convenient than timely and critical data at an easy reach.
- The Sales Reps, on the other hand, will find the system to be an additional responsibility that needs extra care. To them, it’s just another arduous task that demands time and enduring efforts.
Due to incomplete understanding of the CRM, some reps will even hesitate to enter data, thinking that their leads will be reassigned or taken over by fellow teammates. This incompatibility will lead to an onset of inaccurate data, delayed responses, and increased friction.
Therefore, you need an extensive user on-boarding plan that educates and trains the sales teams to be well acquainted with the Salesforce Implementation. With a seasoned Salesforce Consulting Partner at your side, you will be able to combat this shortcoming by accompanying user training with release notes on custom-built functionality.
2. Real-Time Integration Complications
Salesforce reports state that 50% of teams leverage data to produce timely, accurate forecasts and 34% supplement predictions based on intuition with data-driven insights.
The purpose of a Salesforce Implementation is to obtain accurate, real-time data insights to drive progressive business decisions. Salesforce’s cloud-based platform allows users to access the full CRM functionalities without in-house server infrastructure to increase workflow efficiency.
However, maintaining a large number of real-time integrated systems involves meticulous transition planning, user-training, and environment testing.
Integrations are generally of four types, real-time (User Interface based), near real-time (message-based), batch (periodic data loads), and AppExchange. Without a thorough integration validation, there will be mighty challenges while maintaining data consistency among multiple business applications and external systems with Salesforce.
With a complete outlining of the touchpoints and determination of the integration type during the Discovery Phase will help you dodge the challenges of Integrations.
3. Change Management
Any business is prone to changes, be it large or small. Be it reorganizing the internal teams, expanding territories, or just the adoption of new marketing efforts to bring in more leads and prospects.
In such instances, you will have to alter the existing Salesforce Implementation to adhere to your changes. The Implementation might be complete according to your requirements, but if it cannot align with your changes, the efforts will prove to be futile.
To handle such changes, you should utilize agile communication methods with your Consulting partner. A seasoned and a skillful Salesforce Partner will future proof your Implementation to accommodate future changes and requirements.
In this way, your Salesforce structures can be configured often as possible with few clicks and customized with minimal coding. Future-proofing saves you money, strenuous efforts, and a prolonged struggle with time.
With easy and cost-effective reconfiguration, you can scale and renovate your sales process seamlessly.
4. All-at-Once Deployment
Most companies deploy Salesforce on the first day of Implementation with every accessory and gadgetry.
One sure way to break down your Salesforce Implementation!
Such a method of development is not uncommon, where the entirety of requirements are built from square one and deployed in full. As a result, businesses end up spending hours on intricate features, only to realize that they aren’t needed just yet.
Butler Group reports that employees use only about 50% of the CRM features paid for by businesses.
A more useful approach would be to start building the core functionalities without which your business can not operate. This approach will allow the primary users, i.e., the sales reps, to focus entirely on the priorities without getting distracted by the extra-added features. Also, the Management can plan and work out the next phase of Implementation according to order of importance.
A reliable Salesforce Partner would advise you to build the Salesforce strategy one phase at a time to save efforts and money in the long haul.
Salesforce can seem daunting at first, but with an authentic and skilled Salesforce Consulting Partner at your side, it will turn out to be the best investment you could rely on to increase your bottom line!
Looking for such a partner? Feel free to reach out to our team for any queries and concerns about Salesforce. We are just one call away!