Implementing CRM Systems & Managing Change

You are the project lead for designing and implementing a CRM system for your business. You just got off a conference call with your sales team to briefly discuss the new CRM system, Hubspot Sales Hub. During the call, you received push back from some of your longer-term sales people. For example, Sue, who has been part of the sales team for 30 years shares Ive been a top sales person for the last 20 years and have never needed a CRM system. However, many new hirers expressed excitement for the change.

As the team lead, how do you address the conflicting feelings among your sales force to make sure your CRM plans are successfully implemented and that investing in CRM is the best use of company resources?

Tips:

• Research why CRM fails how can you prevent your CRM system from failing?
• Research Hubspot Sales Hub have a surface level understanding of the company and product
• Use Chapter 14 as a point of reference!

Develop a plan of action:

• Provide timeline
• List specific and incremental steps for success
• Think: does it matter how you train a new sales rep vs. a seasoned sales rep (Sue)?
• Include incentives and/or motivational strategies for your reps