 After the business analysis is complete, the work
of salesforce implementation can begin. This involves customizing input screens
to eliminate any unwanted fields and adding new fields as needed for your
business model. Tidewater Salesforce Consulting will convert all existing leads
and accounts into the salesforce.com system and will also capture business
partners, customer service information and any other relevant data that is
needed for the new system. Considerable thought must be given to the levels of
security desired within the salesforce implementation. For example, should all
sales reps see all leads or just the ones in their territory? Should marketing
be allowed to make changes to accounts or should that information be “read only”
for them? What is the business hierarchy and how should information flow up to
managers inside and outside of the sales and support organizations?
Once these decisions have been made, Tidewater
Salesforce Consulting will configure hierarchies and sharing rules through
customization of the system to make sure that each individual sees the
information necessary to do their job without undue risk to the corporation if
someone were to leave. During the salseforce implementation we will also
configure reports and dashboards that give individual contributors and managers
the slice of information they need to most effectively do their jobs.
During the implementation, it is important that
key users of the system be involved to make sure the end result is something
they want to use. If the team participates during the process, they will feel a
sense of ownership for the implementation and will become advocates for salesforce within your organization. The mark of a successful salesforce
implementation is full user adoption of the system. It must make the sales reps
jobs easier to do and make them more successful to offset the perception that
the system causes loss of control over their accounts and gives too much
information to management. Because we have all been successful sales executives
in the past, the Tidewater team understands the sales mentality and we get that
the reps will be asking “what’s in it for me.” Simply requiring adoption of the
system only leads to passive aggressive behavior and resistance to filling
fields out accurately. Tidewater can insure that your salesforce implementation
is a successful one.
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