steps to jumpstart your crm adoption

Maximizer CRM in 2 Minutes

• CRM leader since 1987

• CRM provider for Small and Medium Businesses (SMBs) and Divisions of Large Enterprises

• Vancouver based with Global reach

• Over 1 million licenses sold

Maximizer Industries & CustomersFinancial Services

Manufacturing

Wholesale/Distribution

Services

Others

GUEST SPEAKER: Rob Malec, Businessworks Consulting

Rob Malec is a sales process expert in this field and provides sound, practical and objective advice around how to maximize the results of company’s sales and revenue generation efforts. Prior to starting his consulting practice Rob worked his way through the sales ranks, winding up his corporate career as a Vice President Business Development.

A CRM implementation Story

$6 Figure CRM Spend

70 Sales people globally

20% adoption in 12 weeks

OUCH!

Low CRM adoption is not uncommon

DESPITE…

Big $$ investments +

Leadership’s Enthusiasm

WHY? !!!

WHY? !!!

Management Staff

WHY? !!!

Management Staff

WHY? !!!

Management

WHY? !!!

Staff

Results

Activities

Behaviours

Culture

Attitudes and Beliefs

Typical approach to change

Suggested approach to change

‘Crossing the Chasm’ G Moore

JP Kotter’s

Success Rates for Change

70 20 10

FAIL

SUCCEEDover time / budget

SUCCEEDbig time

JP Kotter’s

8 Steps to Change

Step 1Establishing a Sense of Urgency Step 2Creating the Guiding Coalition Step 3Developing a Change Vision Step 4Communicating the Vision for Buy-in

Step 5Empowering Broad-based Action Step 6Generating Short-term Wins Step 7Never Letting Up  Step 8Incorporating Changes into the Culture

A CRM implementation Story

$6 Figure CRM Spend

70 Sales people globally

20% adoption in 12 weeks

Step 1Establishing a Sense of Urgency

Challenge: Staff don’t feel any, while Management feels lots of it

Solution:Get down [on paper] why CRM is of mission critical importance

Step 2Creating the Guiding Coalition

Challenge: Who to include?

Solution:• Leadership• Management• Staff• Tech resource

Step 3Developing a Change Vision

Challenge: “We have one, we’ve just never written it down”

Solution:Get down [on paper] what the team’s new world looks like withCRM in it. Be detailed

Step 4Communicating the Vision for Buy-in

Challenge: Isn’t this just extra work?

Solution:• Decide how, when, how often, how long and what you will communicate• Create a communication vehicle

Step 5Empowering Broad-based Action

Challenge: What does this mean?

Solution:• Think through processes• Identify obstacles• Remove obstacles• Provide resources

Step 6Generating Short-term Wins

Challenge: The adoption road is long and can be painful

Solution:• Look hard for early winswhere CRM factored in • Tell the world!

Step 7Never Letting Up

Challenge: Are we there yet?

Solution:See steps 4 – 5 - 6

Step 8Incorporating Changes into the Culture

Challenge: Lasting change is hard

Solution:• CRM is ‘the way we do things’around here• “If it’s not in the CRM, it didn’thappen.”

Connect with Us!

Follow:@MaximizerCRMVisit:www.maximizer.com Email:info@maximizer.com Call: 1.800.804.6269