7 low-effort ways to increase CRM Adoption.
1/ Adoption is greater than process: Your process doesn’t exist if nobody adopts it. Once you live here. This is easier.
2/ CRM Choice affects Adoption: Choose the CRM that people will like using. Usability is the most important quality. HubSpot, duh. This will make the data better.
3/ Run Meetings out of the CRM: Yes, it needs to be said. Raise your hand if your last meeting was from excel and then read point 4. Running meetings in the CRM forces accountability.
4/ Eliminate Excels: Excels are existential threats to CRMs (and opportunities). They mean:
- CRM is missing a function someone wants
- A user doesn't know how to use the data in the CRM
- The right data is in not in the system.
5/ Data Health: Make it visually obvious that data is missing.
-Report: Create a naughty list dashboard.
-Deal Tags: Use colored deal tags to highlight certain actions
6/ Incentive Behavior:
-Carrot: Use a system like Bonusly to say a good job for specific actions
-Stick: Automated messages (and escalations) when missing information. Or gate commission based on information.
7/ Executives ask questions about reports in CRM (i.e. reports):
- A simple, “That’s interesting, I didn’t see that in the CRM.” I saw that x, y, z.
- Or, “I was looking at this report and noticed this [insert question]. BOOM. Behaviors instantly changed.
