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3 Steps Every Business Must Take To Increase Salesforce User Adoption

3 Steps Every Business Must Take To Increase Salesforce User Adoption

Low salesforce user adoption bedevils many companies.

That’s why a lot of time and trouble is spent trying to increase salesforce user adoption.

Because quite simply, if the users don’t use system the way you intend, then no matter what else happens, the benefits aren’t going to be delivered.

But many businesses fail to achieve this. After all, most sales people don’t vote for more visibility of sales performance and activity levels. Or for more ‘perceived’ admin at the expense of sales time. So attempts to increase salesforce user adoption often fail.

We have completed over a thousand salesforce projects. Our experience is that a 3 step approach is required to increase salesforce user adoption. Do these 3 things well from the outset and your business will have high salesforce user adoption. Apply these steps to a current salesforce environment and you will turnaround existing low levels of user adoption.

1. Create an advantage to using salesforce

This means it’s easier for front-line sales people to do their jobs using salesforce than not using it.

If there is no benefit to front-line sales people in using salesforce then user adoption will not increase. This often happens when salesforce is implemented for the sole reason of giving the management team visibility of the sales pipeline.

Here are some ways to make it easier for sales people to do their jobs using salesforce. They represent an immediate way to increase salesforce user adoption.

Take full advantage of salesforce functionality

Re-design and streamline business processes. Make it easier to get things done using the system. Automate approval processes. Integrate electronic signature applications to get contracts signed more quickly. For more details and other examples read our blog post 5 Compelling Ways To Increase Salesforce Benefits or its sister post, 5 More Compelling Ways To Increase Salesforce Benefits.

Create powerful pipeline reports & dashboard charts

Give first-line line sales people and their immediate managers with the information they need to manage their sales pipeline effectively. Focus on dashboard charts that provide visibility of the size, trend and quality of their pipeline. If you’re seeking inspiration then look at our blog post “12 charts that every sales manager should have on his dashboard‘. If you only have time to create one pipeline dashboard chart then make it this one.

Use smart AppExchange applications

Integrate other low cost / high value applications with salesforce to add further value. Start with the free Dupecatcher application to improve data quality. Use Conga to automatically generate well formatted proposals from salesforce. Use electronic signature applications to make it easy for customers to commit to your quotes.

Bring other relevant data into salesforce

If other systems store invoice or order information then import this data into salesforce. That way, when the sales person is standing outside the customers’ premises he can quickly and easily see the trend in orders over the last 3 or 6 months. This doesn’t necessarily need full-blown integration. One person’s integration is another’s weekly import wizard.

There are lots of other ways to use salesforce to make people more efficient, effective and productive. Get in touch if you would like a free review of your salesforce environment and we’ll help you get started.

2. Create a disadvantage to not using salesforce

Step 1 states that there should be an advantage to using salesforce in order to increase user adoption. But step 2 is the converse. Create a disadvantage to not using it.

In other words, it must be easier for a first-line sales person to do their job using salesforce. But must also harder for that same person to do their job if they don’t use it.

Here are some examples of what we mean. Apply these examples to increase salesforce user adoption.

Use pipeline reports and dashboards to manage the sales team

This means using dashboards and reports that give visibility of the pipeline and sales performance in 1.1s, appraisals and team meetings. If the sales person says “Some of my opportunities are in Excel or my notebook” then the managers’ response has to be, “Sorry, they’re inadmissible evidence! We are conducting this conversation on the basis of the information that I can see in salesforce”. Here are examples of dashboard charts that are good to use in team reviews, the focus on managing pipeline quality.

Track sales targets in salesforce

Every sales person performs against a target. But too often these targets are stored outside salesforce. This means the dialogue about whether the sales person has sufficient pipeline to meet his target also takes place outside his target. Tracking targets within salesforce is a very powerful way to increase salesforce user adoption. Here are 3 ways to measure sales versus target in salesforce.

Ensure managers use salesforce Chatter

Don’t communicate key messages on email, use Chatter. Have managers interact with sales reports on individual opportunities directly on the Chatter feed within each Opportunity. That way if sales people aren’t regularly logged into salesforce they are missing out on critical dialogue with the management team. For more information on making full use of Chatter read 10 Tips For Chatter Roll-out.

Manage discount approval requests only in salesforce

Too often price discount requests are submitted to managers by email. This means the rationale for a discount is quickly lost to the mists of time. To increase salesforce user adoption ensure managers only deal with discount requests that are submitted using the Approvals process in salesforce. Study this blog post for recommendations from a pricing expert on how to limit the margin given away by price discounts. It includes an explanation of how to implement these ideas in salesforce.

The key thing here is that there is an advantage to using salesforce. But increasing salesforce user adoption also means there must also be pain associated with not using it.

3. Use metrics to increase salesforce user adoption

Most things are impossible to manage without measurement. Salesforce user adoption is no exception.

And if you can measure it, you can manage it.

But salesforce user adoption metrics need to be more sophisticated than simply tracking whether sales people have logged on. That reveals nothing about what they did next.

Here are some metrics for measuring salesforce user adoption that can be run at the individual sales person level.

Number of Contacts created in the last 30 days

We’re all meeting new people all of the time. Are these new Contacts being entered into salesforce? If not, then salesforce user adoption is low.

Opportunities with Close Dates in the past

Deals can’t close in the past. So a significant number of opportunities with close dates in the past tell us that the pipeline is inaccurate. But it’s also telling us that user adoption is low because sales people aren’t using salesforce to manage their opportunities.

Percentage of Opportunity fields populated

This report measures the number of non-mandatory fields that are populated with data on the Opportunity (or any other type of record for that matter). In other words, if one person on average populates 80 percent of fields and another 40 percent then the first has a much higher level of salesforce user adoption.

These are just three examples of how to measure salesforce user adoption. As you can see, the best user adoption reports don’t actually focus on user adoption per se – rather, they track the key metrics that are important to the business – it’s just that they also tell us how well users are using the system. Here’s a blog post specifically about how to measure user adoption in salesforce.

Increase salesforce user adoption in your business

Achieving full salesforce user adoption can be a challenge. But follow the 3 steps to achieve full salesforce user adoption. Don’t forget, create an advantage to using salesforce, create a disadvantage to not using it, and measure and proactively manage user adoption.

Related Blog Posts

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Forget login frequency: Measure salesforce user adoption this way

Forget login frequency: Measure salesforce user adoption this way

Over half of the new prospects that come to us for help have issues with salesforce user adoption.

These companies have the system. But they’re just not getting the results. Something is getting in the way. And sometimes that something is people. People aren’t using salesforce. User adoption is low.

But don’t give up hope. Many companies have gone from low to high to full salesforce user adoption.

And here’s the place to start. User adoption metrics.

Because as the saying goes, “if you can’t measure it you can’t manage it”. Of course the reverse is also true. If you can measure it you can manage it.

Unfortunately managers often think that the best way to measure salesforce user adoption is to track whether people have logged in. And that’s reflected in the standard user adoption dashboard that comes with salesforce. But that dashboard is a blunt instrument. In fact it tells us next to nothing.

More subtle and powerful adoption measures are available. Ones that measure not only the quantity – but also the quality – of salesforce user adoption.

So here are 4 dashboard charts and reports that track salesforce user adoption effectively. Use these reports and charts to drive adoption and increase the benefits your business secures from your investment in salesforce licenses.

Adoption metric #1 – Opportunities with Close Dates in the past

This is a straight forward report and a great indicator of both a neglected pipeline and low salesforce user adoption. Quite simply, an Opportunity can’t close in the past so what’s it doing there on the graph?

Measuring opportunities with close dates in the past is a good way to accurately measure salesforce user adoption.

Salesforce report that measures opportunities with close dates in the past in order to provide a user adoption metrics.

The dashboard chart and report show there’s some significant deals with Close Dates earlier than today. Perhaps some of these deals have already closed but not been updated in salesforce. Maybe they need the Close Date moving to a future date. Either way it indicates both poor user adoption – and reduced visibility of the sales pipeline.

Adoption metric #2 – Number of Contacts created

Anyone in a sales, business development or account management role is meeting new people all the time. So they should be regularly adding new Contacts to salesforce. Measuring the number of new Contacts created not only provides valuable insight into each customer or prospect organisation, it improves the range of people that are available for marketing and lead nurturing purposes.

The number of Contacts created is a great measure of salesforce user adoption.

Tracking the number of new Contacts created per month provides an immediate indication of whether sales people are using salesforce.

But it’s not just about quality – we want an indication of quality. So the percentage of those Contacts that have the Email field populated has been added to the underlying report. This can just as easily apply to the phone number or other optional data. Conditional highlighting on the report allows us to immediately identify opportunities for improvement.

In the chart above we can see that Mike is adding the least number of Contacts. And many of that he does add don’t have the email address populated.

Adoption metric #3 – Percentage of Opportunity fields completed

If we’re focused on measuring user adoption among the sales team then apply this metric Opportunities. But it can just as easily be added to any object in salesforce.

The chart shows the percentage of fields on the Opportunity into which the sales person has entered data.

Include only important fields and not necessarily every field on the page layout. Of course there’s no need to include mandatory fields in the adoption metric – they’ll have data in any case.

A small percentage of non-mandatory fields completed on Opportunities means low levels of salesforce user adoption.

In our example, Ricky and Ted should really be filling in more fields on opportunities.

This is a great way to measure salesforce user adoption. But experience also shows that the more thorough the information gathering on opportunities then the higher the win rates.

Adoption metric #4 – Opportunity Stage Movement

If sales reps are using salesforce to manage their deals through the sales process then we should see the majority of Opportunities moving progressively through each Opportunity Stage.

The Opportunity Stage Movement report tells us whether this is indeed the case.

The opportunity stage movement report highlights opportunities that are not moving progressively through the sales cycle and means salesforce user adoption is low.

The report shows, for any given period of time, what has happened to the Opportunities. For example, in the chart and report above we can see that of the 335 Opportunities that were in the Prospecting Stage, 85 then moved to Investigation Stage.

However 28 Opportunities moved directly from Prospecting to Closed Won.

Depending on the nature of your business that might be an acceptable ratio – after all, some deals do close almost immediately, without going through the various other stages. But an excessive number of Opportunities following this pattern indicates that sales executives are not updating deals as they move through the sales cycle.

That means salesforce user adoption is low. It also means that sales managers are losing valuable insight into the sales pipeline and sales performance.

Related Blog Posts

Why You Need To Compare Average Closed Won Opportunity Size

How to use opportunity conversion reports for superior results

How To Stop ‘Closed Lost’ Screwing Up Salesforce Dashboards

5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend

5 Big Problems with Sales Adoption (and how to fix them)

5 Big Problems with Sales Adoption (and how to fix them)

“The sales forecast spreadsheets never match what’s in salesforce”.

That from the VP of Sales of a prospective customer last month. He was complaining about low sales adoption of salesforce.

I’m sorry? What did you say?

Why on earth are you still using spreadsheets for sales forecasting when you have salesforce?

Actually, low sales adoption of salesforce is more common that you might think. And one way this manifests is continuing to use spreadsheets for forecasting and pipeline management.

Here is the business impact that emerged when we discussed low sales adoption with this VP of Sales.

  • Lack of pipeline visibility. A single salesforce dashboard provides a perspective on the size, quality and trend in the pipeline from different angles. A spreadsheet usually gives a one dimensional picture.
  • It’s clearly more time and effort to maintain opportunity information in two places rather than one.
  • Inconsistent information. Different teams using different spreadsheet formats and structure.
  • Lack of consolidation. Rolling up multiple spreadsheets into a single company-level view is a cottage industry in its own right.
  • It’s difficult to view a spreadsheet from a mobile device or when you’re out of the office. And it can be very difficult if someone else is editing the spreadsheet at the same time!

So low sales adoption is a problem. But it’s one that can be fixed. Usually quite easily.

But of course if you want to change the situation then you need to understand why it happens in the first place.

So we asked the VP of Sales why he thought low sales adoption occurred in his business. We have listed the reasons he gave below – along with our recommended actions for improving sales adoption.

1. Fear of visibility of sales performance

 

Sales adoption problem described by the VP of Sales

Sales people generally don’t vote for more visibility. Or at least the lower performers don’t. Keeping the opportunity information and sales forecast in a spreadsheet minimizes this visibility.

Our sales adoption recommendation

Be careful that this isn’t a management problem. If senior managers are constantly breathing down the necks of sales people on every big deal, then there’s little incentive to use salesforce. And even if you move sales forecasting entirely to salesforce then you risk sandbagging.

If you are confident there isn’t a management problem then check the visibility levels in salesforce. Agree what people can see – and cannot see.

But other than that, tough. It’s a fact of life that sales people operate in a high visibility role. If it’s too hot then don’t come into the kitchen.

2. Managers unaware how to run a pipeline review in salesforce

 

Sales adoption problem described by the VP of Sales

Using reports and dashboards to conduct an effective pipeline review or create a sales forecast needs know-how. Not a lot, but some.

Salesforce reports and dashboards are a tool. In themselves, they don’t manage the sales team. But managers need to know how to use these tools.

Our sales adoption recommendation

Coach sales managers how to conduct both a short term and a long term funnel review in salesforce.

This blog post and the accompanying video explains how to use the single most useful chart on the salesforce dashboard. It’s a good place to start by learning how to conduct a funnel review in salesforce.

3. No pipeline reports and dashboard charts set up

 

Sales adoption problem described by the VP of Sales

When a salesforce sales executive pitches the system, the first thing they do is demonstrate dashboards. And yet it’s remarkable how many companies that have implemented salesforce still don’t have pipeline reports and dashboards set up.

Or at least no decent ones that give effective visibility of sales performance.

If managers can’t get the visibility they need from salesforce then they’re going to keep opportunity information in spreadsheets.

Our sales adoption recommendation

The solution is obvious. Set up opportunity management reports and dashboard charts that give managers the visibility of sales performance and the sales pipeline that they need.

We’ve written extensively to help you do this. Take a look at our most popular blog post, 12 Charts That Should Be On Your Salesforce Dashboard. You might also want to try Spot Poor Quality Deals Using Salesforce Dashboards.

4. Salesforce is too difficult to use

Sales adoption problem described by the VP of Sales

Too many fields have been created on the opportunity. Or too many validation rules. It’s just too damn difficult to create and update an opportunity on salesforce through its lifecycle.

Sales people will, not unreasonably, take the route of least resistance.

If it’s hard to manage deals and produce sales forecasts in salesforce then sales adoption will suffer. Both managers and their team members will gravitate towards spreadsheets.

Our sales adoption recommendation

Take a long hard look at the way salesforce is set up. Are all the fields really necessary? Can the number of mandatory fields be reduced? Are there too many validation rules?

Implementing salesforce so that it genuinely adds value to the sales person is fundamental to sales adoption. There’s multiple ways to do this. For starters, try our blog post 5 Compelling Ways to increase salesforce benefits or even 5 More Compelling Ways to Increase Salesforce Benefits.

5. Lack of sales management desire to use salesforce

 

Sales adoption problem the VP of Sales described

The Sales Manager just doesn’t get it.

They’ve always used spreadsheets. It’s a tried and tested way to manage the sales team. You don’t have to be a computer genius to use a spreadsheet.

That scenario definitely exists.

But sometimes the Sales Manager does actually get it. It’s just that they lack personal confidence in using salesforce. And don’t want to look like a complete numpty in front of their team or peers.

Our sales adoption recommendation

The first scenario is increasingly less common. Where it exists, the Sales Manager needs careful education through demonstrations and external reading. Try many of our salesforce dashboard-related blog posts for examples of the power of using the system to manage sales performance.

And not everyone is confident using a PC or laptop. We have conducted a number of private training sessions for senior executives to educate, coach and instil confidence in using the system. It’s rarely a capability issue, more a matter of knowing how to navigate the system with confidence.

Update: Salesforce adoption in our customer’s sales team

I’m pleased to say the prospective customer on which this blog post is based is now a customer of GSP.

We ran several workshops with the sales team to listen to their concerns. This enabled us to create a tailored approach to increasing adoption and improving forecasting accuracy.

To start with we streamlined their salesforce user interface. Removed many of the superfluous fields and validation rules.

Then we implemented a number of measures to streamline sales processes. This includes implementing Conga and DocuSign to automatically produce customer-ready quotes and proposals directly from salesforce. And in order to make it much easier to find Products and add them to Opportunities we implemented the Product Selection Wizard.

We have re-built their reports and salesforce dashboard charts. The sales team now has full visibility of the sales pipeline. And the ability to forecast accurately using salesforce.

We implemented new target functionality so that sales people and their managers can easily view sales performance against target. This led to a tremendous boost in the popularity of the system for sales executives.

New metrics now track user adoption across the team. Rather than focusing simply on whether sales people have logged on, the metrics measure the quality of interaction with the system. The purpose is to identify people that might benefit from further coaching and advice on how to get the best from salesforce.

One final thing. We conducted a series of one-to-one coaching sessions with each of the sales managers. We showed them how to conduct a pipeline review and sales forecast in salesforce. This gave the team the confidence and know-how to use salesforce reports and dashboards to manage the team effectively.

Needless to say, the sales forecast spreadsheets have been ditched.

So goodbye spreadsheets. Hello sales adoption, accurate forecasting and a more effective way of working.

Related Blog Posts

Why You Need To Compare Average Closed Won Opportunity Size

How to use opportunity conversion reports for superior results

How To Stop ‘Closed Lost’ Screwing Up Salesforce Dashboards

5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend

5 Factors to Consider When Switching to Salesforce Lightning

5 Factors to Consider When Switching to Salesforce Lightning

Not Lightening… Or Lighting. But Lightning.

If you didn’t know already, ‘Lightning’ is the modernization of the salesforce user interface.

Salesforce Lightning on multiple devices

It’s delivered loads of new features and productivity benefits but it’s not for everyone… just yet.

Could your team be more effective by migrating from ‘Classic’ to the new, supercharged Lightning?

Well, the answer is, it depends.

Imagine Ma and Pa with a couple of kids.

They’re considering whether or not to buy an Aston Martin. It’s stylish, beautifully engineered and will have them lapping the Isle of Wight in less time than the All Other Passports queue post-Brexit.

It’s not, however, great for the school run or junior football at the weekend. So despite the allure and benefits to be had, they can’t ditch the Skoda… just yet.

The point being that your company may still rely on one or more features of salesforce ‘Classic’ that aren’t available in ‘Lightning Experience’ (or at least aren’t fully supported in Lightning).

Salesforce ‘Classic’ and ‘Lightning’ can be used in unison, and users can switch between the two. Whether your company would become more productive depends on how it uses salesforce.

On the face of it this sounds like a reasonable and simple solution. In practice, it can be painstakingly slow. Continually waiting for the Lightning user interface to load can be a real source of frustration for users.

Constantly switching back and forward between the two in some ways negates the productivity benefits derived from migrating to ‘Lightning’.

To highlight this, watch how to switch between the two in the video below.

 

Another often overlooked factor is that this demands your users to be equally competent navigating and using two different user interfaces.

As with most things, the keep-it-simple-stupid approach is generally the most effective. For this reason your company should ensure that all (or at the very least most!) day-to-day features required by your users are available in Lightning before migrating.

This will provide the best chance of users embracing Lightning’s new features. Otherwise, what you may find is that some users hold onto Classic.

In this post we review a few key features to consider when determining whether or not migrating to ‘Lightning Experience’ would improve your company’s effectiveness.

1. Lightning Reports & Dashboards

These are the mainstay of salesforce and one key reason why companies take the salesforce plunge.

Without a doubt, the ability to customise the size and shape of Dashboard Components has been one of the best features offered by Lightning.

The downside is that whilst switching to Lightning offers greater flexibility in both Dashboard design and appearance, unfortunately not all of the Classic features can be configured in Lightning.

If your sales team requires full control over creating reports and dashboards, then you may want to consider the following limitations before making the switch.

  • Dashboards created in Lightning are unable to be scheduled to refresh automatically
  • Users can’t create additional Reports & Dashboard folders

salesforce dashboard displayed after the switch to Lightning.

These may seem minor points, but can your team be effective if they’re looking at old data?

What if they’re unable to store multiple reports in a single location and quickly share these with other members of their team?

Information is king and if it’s not current or easily located then it’s hard to be effective.

2. List View Restrictions… or the lack of in Lightning

List Views are a quick way to view records that share something in common.

Depending on whether you’re looking at Accounts, Contacts, or Opportunities you may wish to filter the view by a particular country, job title or business unit.

The benefit of List Views is that they can be made available to other users.

If your team relies on List Views to work sets of records, be it Opportunities or otherwise, then you’ll need to consider the implication of Lightning’s new List View visibility before switching.

Unfortunately, salesforce Lightning takes an all or nothing approach to List View visibility.

This removes the ability to grant visibility to users based on their Role or membership of a group. An added complication is that ‘All’ users includes internal and partner users.

The limited options to control List View visibility can result in your team:

  • Not providing certain users with visibility of List Views that they create, or;
  • Needing to sift through a never-ending set of List Views that are visible to everyone

The latter is the more common and inconvenient outcome. This results in many list views, most of which are completely irrelevant to most users. This is hardly a great way to quickly find records of interest.

Opportunity List Views change appearance after the switch to Lightning.

Admittedly, List Views can be configured and have the visibility controlled by switching back to Classic. This may not be an issue if List Views are fairly static in your environment.

If, however, your users utilise List Views to work sets of records and maintain the List Views fairly regularly then, I’m afraid, you’ll be constantly switching back and forth between Classic and Lightning.

3. Product Schedules in Lightning

At GSP, we advocate the use of Products to almost all of our customers.

Products allow you to see how the value of an Opportunity was determined, check to see that no items (Products) have been forgotten, but one of the best things about Products is ‘Product Schedules’.

Product Schedules provide a way to track the timing of recurring revenue. You can read more about this in our post 5 Killer Examples of recurring revenue forecasts in salesforce.

If your company already benefits from Product Schedules then there’s a slight issue… Product Schedules aren’t available in Lightning.

Classic Opportunity Product with Schedules rather than Lightning.

Opportunity Product in Classic with Product Schedules

Lightning Opportunity Product after the switch to Lightning.

Opportunity Product in Lightning

What this means is if a Product with Schedules is added to an Opportunity, the default Product Schedules will not be created. The impact of this is that these Products and their revenue will not be included in any revenue reports that are driven off Product Schedules.

This is a deal breaker for companies that rely on Product Schedules for revenue forecasting.

The only other alternative, again, is for users to switch back to Classic, add Products that contain Schedules to the Opportunity and then revert back to Lightning.

These additional actions aren’t exactly conducive to a productive sales team.

4. Navigation Menu after Switching to Lightning

Say hello to the new icon-based Navigation Menu.

Get friendly with it, as it’s the only menu you will see.

If you’re a SME business, or have staff that use salesforce for more than one business area (sales /marketing /service), then this will impact you.

The navigation menu, presumably, is designed to speed up navigation.

Gone are the days where you select the Marketing App and the all objects related to Marketing appear on screen and only one click away (think Campaigns, email applications etc).

Apps (or Tabsets) are now accessed from the App Launcher or using the Search bar. When you land on an App all the objects included in that App are listed (see below).

Marketing application after the switch to Lightning.

The issue is that when you navigate away from this page the links to the other objects are no longer visible. Users must either search or navigate back to the App Launcher again.

The implication of this is that the number of steps has increased for users to access what they need.  This only slows you down and quickly becomes a source of frustration.

The alternative is to include all objects in the Navigation Menu. The downside of this is that the menu quickly becomes cluttered and not very user-friendly.

5. ‘Lightning Ready’ AppExchange Packages

If your business has installed packages from the salesforce AppExchange then you’ll want your System Administrator to ensure that all of these are compatible with Lightning.

When you think of packages, think Dupecatcher, Conga, EventBrite and MailChimp etc.

Most of the widely used packages are already certified as ‘Lightning Ready’.

If you happen to use some more niche applications specific to your business, then make sure they’re endorsed with the ‘Lightning Ready’ certification on the AppExchange (see below).

Lots of apps on the Appexchange that integrate with salesforce are Lightning-Ready.

Helpful Resources when Switching to Lightning

There are a number of online resources available to help you determine if the ‘Lightning Experience’ is right for your salesforce environment. Of course, our team of consultants are here to assist you and talk you through any challenges that you face as you move to salesforce Lightning.

If you’d like to discuss your migration or have some further questions, please get in-touch using our Contact Us page.

In the meantime, head on over to salesforce Trailhead and access the projects listed below to find out more about the features, compatibility and roll out considerations.

1. Lightning Experience Features

This project describes the new toys and wets the appetite for what’s instore after migrating to Lightning. One consideration is that a certain amount of additional time and effort will be required if you wish to utilise several new features such as the Sales Tools.

2. Lightning Experience Basics

This project helps to understand the fundamental differences between salesforce Classic and Lightning and whether your environment and licences are compatible. The second module compares the objects and high-level features that are and aren’t available in each interface.

3. Lightning Experience Roll-out

This project provides a methodical approach to planning the migration to Lightning. It covers key project success factors such as project sponsors, process reviews, gap analysis and what next. It also provides some recommendations on how to stage the release to certain groups of users. The benefit of this is that any issues only impact a smaller set of users.

4. Quick Look: Lightning Experience

This project walks through the changes to the user interface. These changes will have the most dramatic impact for users immediately after migrating to Lightning. It could and should be incorporated into your user training programme.

Related Blog Posts

Why You Need To Compare Average Closed Won Opportunity Size

How to use opportunity conversion reports for superior results

How To Stop ‘Closed Lost’ Screwing Up Salesforce Dashboards

5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend

Jamie Vardy’s Having A Party. And You’re Invited! Euro 2016 Tournament App

Jamie Vardy’s Having A Party. And You’re Invited! Euro 2016 Tournament App

Euro 2016 Tournament Kick-Off

Day(s)

:

Hour(s)

:

Minute(s)

:

Second(s)

The waiting is nearly over! Euro 2016 starts on Friday June 10!

The competition to be the best football nation in Europe is about to start. (That’s ‘soccer’, the beautiful game if you’re in North America ☺ ).

And at GSP we can’t wait for the party to begin!

So we’ve built a Euro 2016 Tournament App to run right in your salesforce org.

Boost your salesforce user adoption and let your team have some fun. Do battle with each other. Test your forecasting ability against your colleagues. (No special football knowledge required!).

The salesforce app is available for free. It doesn’t even matter if you don’t know who Jamie Vardy is or why he’s having a party. Just join in!

Euro 2016 Tournament App for Salesforce

Here’s how it works.

  1. Predict the overall tournament winner. 10 points if you get it right.
  2. Predict the result and score of each Group game. 1 point for getting the outcome right. 2 additional points for the correct score.
  3. Then it’s the knockout stages. Just predict the winner of each tie. Get it right and you’ve boosted your total by 5 points.
  4. All you or your system administrator has to do is enter the actual result of each game.

There’s a leader board for all players that updates automatically. Compare yourself with your colleagues. See who’s at the top after each game.

Dead simple.

So join the party and install our Euro 2016 Tournament App for Salesforce today!

Access the Euro 2016 Salesforce Tournament App

Why You Need To Compare Average Closed Won Opportunity Size

How to use opportunity conversion reports for superior results

How To Stop ‘Closed Lost’ Screwing Up Salesforce Dashboards

5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend

8 Best Practice Tips to Increase Salesforce User Adoption

8 Best Practice Tips to Increase Salesforce User Adoption

52% of high-performing sales people are power users who take full advantage of their company’s CRM technology compared to only 31% of under-performing sales people.

That’s according to “What Separates the Strongest Sales People from the Weakest” published in the Harvard Business Review by Steve Martin of the University of Southern California School of Business.

Martin’s research focussed on identifying what separates high-performing sales people who exceed their quota from under-performers who miss their targets by more than 25%. The ability take full advantage of the company’s CRM system was key differentiator between the two groups.

In our experience, there are several reasons for this. Sales people that use a CRM system fully are able to:

  • Understand whether they have sufficient pipeline to meet their sales targets.
  • Quickly identify critical deals that contribute most to target attainment.
  • More effectively track actions related to opportunity closure.
  • Collaborate more efficiently with peers and colleagues on deals.

Not every sales person needs to be a power user. But here’s the rub.  Many companies struggle to achieve even acceptable levels of CRM user adoption. And that means reduced benefits and lower sales.

So here are 8 best practice tips to increase CRM user adoption. They’re based on our experience of working with hundreds of companies to increase and expand adoption of the salesforce.com CRM application. (more…)