The Quickest, Free-est Way to Increase Salesforce Adoption

Install adoption manager to help your Salesforce users

How many apps are in your sales tech stack? Chances are good that you have, at least, CRM and integrated marketing automation. It’s likely that you have even more apps sitting on top of your CRM, from service desk to ERP to analytics to contract management to power dialer to CPQ to surveys; for Salesforce, there are over 3000 apps and nearly 500 components on the App Exchange.

None of the apps in your tech stack will work without CRM adoption.

Many installed technologies struggle with user adoption, from HRIS to project management systems. Product owners aren’t appointed or change frequently, training is informal or unstable, and adoption post-launch either isn’t planned or continuous. However, Salesforce has rolled out Adoption Manager for mobile users in orgs in the US, UK, and Australia – and it’s a free component!

Here’s a video demo of Salesforce Adoption Manager in action. To enable it, from your admin Setup menu, type “Adoption Manager” into the search bar, simply tick the “Enable Salesforce Adoption Manager” box and click save.

Your mobile users are entered into an automated campaign which provides prompts based on actions that they have taken. It’s a great way to provide virtual 1:1 coaching for your Salesforce users.

Shannon Gregg is a total sales tech geek, and she definitely wants to know what’s in your tech stack. Give it up below!

42 Free Reports on Salesforce User Adoption (with no configuration or coding!)

Salesforce App Exchange Adoption Dashboards
Salesforce App Exchange Adoption Dashboards

Sales technology user adoption deserves constant attention, especially regarding your CRM system; it’s the single source of truth that becomes the baseline for sales forecasting, provides a predictable view for operational resource planning, and is a collaborative space for holistic views on accounts and opportunities.

If you’re using Salesforce, there is a great (and free) app on the AppExchange from Salesforce Labs that has 42 reports over three dashboards to show you who is adopting your instance well and who isn’t – and the insights are invaluable! Whether you are just launching a new Salesforce package or are in management mode, these dashboards will give you a way to visually and analytically evaluate current usage of typical use cases in the Sales Cloud and beyond.

Once you’ve installed the dashboards, you’ll be able to identify:

  • users who need additional training on critical components
  • users/departments who may not need full-license access
  • lead abandonment, lead funnel load, lead conversion rates
  • accounts/opportunities that have gone stagnant or don’t have critical information entered
  • stage that opportunities are entering CRM, identifying reasons behind rapid lead-to-close transitions

and other factors that can help your Salesforce admins, Salesforce trainers, and sales management teams to lead your users to success. The primary value proposition of a CRM system is that it efficiently operationalizes activity, and by identifying which activities are not being completed accurately or appropriately and coaching your users to best practices, you’ll be giving them back more time to sell, market, and service.

Are you using reports or dashboards to evaluate adoption? What’s working for you?

Shannon Gregg is a total sales tech geek. Check her out speaking on sales technology user adoption in Pittsburgh and Las Vegas.

Teams at Work for the WIN!

Today’s post is a great one from our friend at High Performance Consulting, Ildiko Oravecz.  

“2, 4, 6, 8, who do we appreciate? You! And You! And You, too! Why? Because we’re a T-E-A-M and that spells TEAM! Go Team!”

Ok, so you don’t typically find that much enthusiasm about teams at work, but you should. In the last few years, there has been a major shift in how companies are structured. The old hierarchical, top-down system is morphing into one where employees operate in teams. The roles of CEO’s and company leaders, once considered the untouchables, are changing to roles of engaged, hands-on team leaders who offer input and value the input of team members.

“So is this a good thing?” you ask. “And why is it happening?”

Yes, it is a very good thing. Teams enable people to communicate more directly, more effectively, and more cohesively, like a tribe. They also allow for more diversity – not just racially or ethnically, but with regards to education, life experience and previous work experience. Studies show that diversity in teams leads to more innovation, more customers, and bigger profits for companies, and executives are taking notice. The Deloitte Human Capital Trends 2016 study found that the #1 issue on the minds of company leaders (92% of those surveyed) this year is how to restructure their organizations more effectively. 62% of the 7,000 businesses surveyed already have a team structure, and most of them are trying to find ways to make it more efficient. They know that doing so means happier employees and a better bottom line.

The shift to a network of teams in the workplace was brought about by a couple of factors. First, the digital age has changed how our society and businesses work. Technology enables us to work from almost anywhere. It lets us share opinions and input as soon as they formulate in our minds, with just one click. That kind of instant sharing and opportunity for feedback is a natural team builder. Technology also allows teams to be formed outside of the corporate headquarters, giving companies the ability to reach more people in more areas, to be where their customers are. Teams are invaluable for supporting that increased reach.

Second, because Millennials. Millennials now make up half of the workforce. They’re a driven generation, raised with technology from birth, and their expectations are high. They are mission and purpose-driven. They expect freedom in the workplace to do their jobs and have a healthy work-life balance. They expect to be heard, and valued for their opinions and input. Basically, they want and expect what all of us want – a supportive, productive work environment where they are appreciated. But they are the first generation to actively demand it, and if employers want to keep Millennials, they have to deliver. A team structure provides a collaborative environment where Millennials (and the rest of us) can thrive and contribute.

So if your business is still structured like one in a Mad Men episode, it’s time to rethink how you do things. Moving toward a structure where you have a network of teams will revolutionize how you do business, and give you a revolutionary bottom line.

For more information, such as an Action Corner (how can you implement this in your sales teams?), click here.