Learn From The Leaders

User adoption starts long before the first user logs in. Taking time to plan and understand the needs of your users is key. Taking a broken manual process and automating it with Oracle CRM On Demand will simply deliver a broken automated process.

Sales people are typically not the type of users that want to share what they see as their information. Enticing them to understand the benefits of a CRM can be an uphill battle. The most effective way is to ensure the CRM delivers information and insight in addition to what they have today.

Take time to review your current sales process, make changes where necessary. Understand how Oracle CRM On Demand can help improve and hopefully streamline the sales process. While speaking with a sales representative at a current client, he shared the following insight.

“I’ve been on leave for the past two weeks and got back to work yesterday. I was able to login to Oracle CRM On Demand and get an instant update on the progress of my deals. Some of the guys had called on my prospects while I was gone and updated the CRM with those meeting notes. In addition, I was able to see exactly where I was up to in relation to my end of quarter targets. In the past I had to talk with the guys, check excel spread sheets for updates and trawl through my inbox to understand where I was up to. Having Oracle CRM On Demand is like having my own executive assistant help me manage my deals.”

Telecommunications Sales Representative

The key with this client was to understand what the sales person needed in order to be more effective. During the scope and then design and build phase we brought selected members of the sales team in to provide their input, not to just the look and feel but also the data they would have access to and how it was presented to them.

Through this process we secured their buy in. They talked to other members of the team, which helped build confidence that this wasn’t a management tool being pushed down the line to the sales team.

Click here to see how the world’s best companies are helping get the sales force to adopt their CRM, watch Tim Koehler Director, CRM On Demand at Oracle explain best practice in this area.