The Most Common Mistakes Made When Using Salesforce
Salesforce is the most talked about, pervasive and popular Customer Relationship Management (CRM) service within the industry. Despite its popularity, there are several mistakes that people make when using Salesforce CRM. Below is a detailed review of rookie mistakes and common errors made using Salesforce CRM software:
The first error is if you have failed to plan for this data migration of software into a new CRM like Salesforce. Salesforce is a beast and it needs time and attention before it is unleashed. This means you must allow sufficient time and planning to incorporate this task. It is a major task that can often take hours if not days to be fully integrated into your company and office. The common mistake is that business owners and entrepreneurs believe that this will be a simple task and straight forward enough and take little or no prior planning. Nothing could be further from the truth of the matter. Do not pick a time when your business or activity levels will be exceptionally high. You need a clear run of a couple of days where Salesforce and/or your Salesforce expert can install, check, run and implement Salesforce intelligently into your company’s operations. Doing this during a busy period will result in a disaster. This would be a huge mistake.
Failure to educate your sales staff on its importance and/or its functionality to greatly enhance their duties and possibly performance is yet another mistake that most people make. The sad tragedy is that a lot of major companies fail to get buy in on the weapon of Salesforce from the key people who will using it, the sales people. The mistake is not selling to them the amazing benefits and features that it offers. It will allow them to be mobile and have all data they need at the tip of their fingers with their smart devices.
Another common error during data migration is to assume that all data will be transferred seamlessly. Developers need to correctly code the data through identifiers ensuring that all data comes across to Salesforce. The common mistake is when developers do not ensure that the data is wide ranging enough, critically missing out on potentially valuable data The error would be if you installed Salesforce but were also still completely reliant on another system. The staff must be trained in inputting data correctly to ensure that Salesforce CRM correctly identifies and links this data together in an effective and cohesive manner. This will ensure its operational efficiency for the future.
Another common error is not embedding Salesforce into the culture and DNA of your organisation. This is a huge mistake. It is a customer relationship manager tool that your team really needs to believe in It is important that senior leaders embrace Salesforce and talk positively regarding its implications in the business. This common error is when senior leadership do not embrace it or are not seen to embrace it, leading in individuals failing to see its value. This inhibits its potential growth and usage. It then begins to stagnate and eventually die an untimely death.
A common mistake is expecting it to grow organically without any real effort. It must be carefully grown through each senior person allowing it to grow seamlessly into each department. Another common error is if employees are not allowed to ask key questions on its introduction. These questions such as “why are we using Salesforce?”, “Why now?”, ‘What is the benefit?” and “What is wrong with our old system?” are key questions that need to be answered to ensure complete buy in and clarity on the effectiveness of Salesforce.
Another common error is not showing the revolution of thinking that can take place by adopting Salesforce. It can automatically bring a company into the modern, digital world and start to make other operational
performances look inferior. Every time something great comes along it makes you realise what you have been putting up with The error would be not embracing the change and showing the potential for growth and profitability through Salesforce. Its benefits must be sold and it must be integrated into the culture.
The biggest mistake is believing that integrating a system is more important than integrating it into the everyday practices of your team, company and culture. It should quickly become a buzzword in the office with people quick to want to learn about new features, options and the training that it offers. They should discover a new smarter way to work.
A mistake is also if Salesforce is used primarily as a data tool when its real power lies in the ability to have greater engagement with the customer. A common error is not fostering key individuals to be Salesforce champions who actively engage everybody else in their best practices and maybe even present to others how they use it for maximum capability.
Another common error is not actively cleaning your existing data set first. This will only led to more Icons following you onto a new CRM system. It is important to actively clean out any unused data from your existing system and then transfer what remains on to Salesforce. This creates a sharp, crisp and intelligent database to begin your Salesforce life with
Another common mistake is that senior leadership fail to understand or implement what their Salesforce vision will be in the future. They are thinking about the here and now which unfortunately excludes long term thinking which impacts decisions made from day one For Salesforce to be magnificently efficient in the future, real thought needs to happen about its future from day one
Another common error is that Salesforce is built without considering exactly what you need it for and why. It also makes obsolete the question of what you may need it for in the future. The worst case scenario is you end up with fess than you need not more than you need. After installing and rolling out the software, the nightmare scenario is if key functionality and operations are missing or not adequate in their operational performance. This leaves the user frustrated and essentially having buyer’s remorse. Even if they were not the ones who brought it
Another common mistake is not starting slowly and building in steps. By going too big, too quick does not allow for regular feedback suggestions or for the operational system of Salesforce to grow simultaneously with your business adaptation and needs. It should always be customer centric and the culture of it should reflect that goal.
Another common mistake is not having someone from Salesforce involved in your company guiding you on how to get the best out of its usage and answer common questions. Instead of trying to learn from the outside and looking in, getting somebody from the inside gives you a strategic advantage. The Salesforce person is perfectly placed to offer outstanding training, implementation and guide on salesforce best practices and the common mistakes and errors to avoid.