Six ways to check whether your CRM project will sink or swim

5 min reading

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Through understanding behaviours, communication, and individuals better, we can maximise user adoption for our salesforce projects. Using the NLP (Neuro-Linguistic Programming) tool of Logical Levels we can think about 6 ways to appraise and sense check whether your Salesforce implementation project is going to sink or swim. Using six levels: environment, behaviour, capabilities or competences, beliefs, identity, spirituality and hierarchy, we can identify where there are issues and how we should address them.

ENVIRONMENT

Does the team have the devices required to use Salesforce? Can they access the information they need on their smartphones outside the office?

BEHAVIOUR

Is Salesforce aligned with user activities to enhance and help them deliver their activities in an improved way?  If you have mapped out, customised and improved their processes using Salesforce and they believe it is adding value, then you are onto a winner.  

CAPABILITIES

Do employees know how to use Salesforce? Have they been given adequate training to prepare them to use the CRM solution? How confident are they? Are they using it in the right way?

SPIRITUALITY

Do the users know why they are using Salesforce? Do they see, believe and understand the benefits for the themself, their team and their organisation? Are they aligned with the values and the overall vision of success?

BELIEFS

What are people’s perception of Salesforce as a tool? Do they see the CRM as the living beating heart of the organisation that enables everything to function, or do they see it as an extra administration activity that they need to do every day? Some organisations even give Salesforce a name to strengthen its importance and role in the organisation.

GOALS

Does the company consider themselves to be a leader in the digital transformation space?

Do they strive to evaluate and showcase their digital success?

Do they see themselves as a trailblazer, customer success story and part of the Salesforce customer ecosystem that is reaping rewards from being innovative, forward thinking and customer focussed? ?

IN SUMMARY

Minimise the risk of your Salesforce project failing by checking these six key ingredients are in place. Experience has shown that in 90% of the cases one or more of these elements are missing, so it is worth exploring the matter!

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