Portrait of successful business team posing in office

Once you implement CRM, it’s crucial that you work to continuously engage users, especially the sales team.

When this system is in their hands and customized for their functionality, there are important steps you must take to keep engagement (and user adoption) rates up.

Here are the recommended actions for your organization to take to keep your sales team thriving with CRM…

1. Train Your Sales Team

Training is never done when it comes to CRM. Conduct initial training, and keep it going. As your organization evolves, so must CRM along with it, and vice-versa. Click To Tweet

This is a requirement for continuous improvement and engagement. CRM will always be open to change, and your users should be open to these changes.

Training will help them adapt.

2. Make training available and easily accessible for your team

There should be no excuses among your salespeople as to why they aren’t engaged with CRM.

There are a variety of ways to train your team, whether you choose to with videos, how-to guides, whitepapers, etc.

business team working together at a call centre

Make yourself easily accessible for training too. Make yourself available on whatever messenger system or email client your organization uses. As a CRM leader, you should be available to answer questions and provide guidance.

Training capabilities should be compatible for in-office or remote salespeople.

3. Consider your users’ learning style

This point is closely linked with number two. When it comes to training, different people learn in different ways. Accommodate different learning styles to keep users engaged with your system.

Training videos may work for some users, but some users may prefer step-by-step email communications. Ask for their feedback when it comes to training them effectively. Create documentation, folders of videos, reference guides, etc. – whatever you see fit! Diversify the educational options you provide your sales team.

Put yourselves in a position where every user will learn the best. 

4. Avoid information overload

Don’t set up an 8-hour training demo video for your users to watch. Who can really stay engaged that long?

The last thing you want to do is discourage your sales team or deter them from the system because they’re being handed too much information at once.

Ensure you put every lesson into snippets and distribute them as such.

5. Select your team of power users

Multi-ethnic team of business people sitting at table with financial documents and laptops and turning back to cameraThis isn’t something you’ll know how to do right away. As you grow with the system and start to use it, you begin to identify key roles. One of the most important is a group of power users.

Power users may also be known as:

  • Subject matter experts (SMEs)
  • System ambassadors

This group should get additional training to help others succeed as they improve themselves.

They may be responsible for training in the future, creating views for others, or be the best users of the system, but these people could really be anybody, even the antagonistic anti-sponsor!

Ensure that these sorts of users are heavily involved in design conversations as you grow and go with CRM, especially if you are planning to expand your CRM feature set or add more departments in the future.

Choose these people by observation. They should be well-respected among other users.

If you’re struggling to get your sales team on board the CRM bandwagon, replay the webinar, “Customizing CRM for the Difficult Salesperson.”

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