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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 & Customers

Financial
Services


Manufacturing



Wholesale/
Distribution

Services


Others
Steps to Jumpstart Your CRM Adoption
Steps to Jumpstart Your CRM Adoption
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
Typical approach to change
               Results

            Activities

           Behaviours

             Culture

       Attitudes and Beliefs
Suggested approach to change
‘Crossing the Chasm’ G Moore
JP Kotter’s
  Success Rates for Change




70
FAIL
         20
          SUCCEED
          over time / budget
                               10
                               SUCCEED
                                big time
JP Kotter’s
               8 Steps to Change
Step 1                            Step 5
Establishing a Sense of Urgency   Empowering Broad-based Action

Step 2                            Step 6
Creating the Guiding Coalition    Generating Short-term Wins

Step 3                            Step 7
Developing a Change Vision        Never Letting Up

Step 4                            Step 8
Communicating the Vision for      Incorporating Changes into the
Buy-in                            Culture
A CRM implementation Story

       $6 Figure CRM Spend
       70 Sales people globally
       20% adoption in 12 weeks
Step 1
Establishing 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 2
Creating the Guiding Coalition

                     Challenge:
                     Who to include?




                     Solution:
                     •   Leadership
                     •   Management
                     •   Staff
                     •   Tech resource
Step 3
Developing 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 with
                    CRM in it. Be detailed
Step 4
Communicating 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 5
Empowering Broad-based Action

                   Challenge:
                   What does this mean?




                   Solution:
                   •   Think through processes
                   •   Identify obstacles
                   •   Remove obstacles
                   •   Provide resources
Step 6
Generating Short-term Wins

                    Challenge:
                    The adoption road is long and
                    can be painful




                    Solution:
                    • Look hard for early wins
                    where CRM factored in
                    • Tell the world!
Step 7
Never Letting Up

                   Challenge:
                   Are we there yet?




                   Solution:
                   See steps 4 – 5 - 6
Step 8
Incorporating 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‟t
                     happen.”
Connect with Us!
Follow:   @MaximizerCRM
Visit:    www.maximizer.com
Email:    info@maximizer.com
Call:     1.800.804.6269

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Steps to Jumpstart Your CRM Adoption

  • 2. 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
  • 3. Maximizer Industries & Customers Financial Services Manufacturing Wholesale/ Distribution Services Others
  • 6. 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.
  • 7. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks OUCH!
  • 8. Low CRM adoption is not uncommon DESPITE… Big $$ investments + Leadership‟s Enthusiasm
  • 13. WHY? !!! Staff
  • 14. Typical approach to change Results Activities Behaviours Culture Attitudes and Beliefs
  • 17. JP Kotter’s Success Rates for Change 70 FAIL 20 SUCCEED over time / budget 10 SUCCEED big time
  • 18. JP Kotter’s 8 Steps to Change Step 1 Step 5 Establishing a Sense of Urgency Empowering Broad-based Action Step 2 Step 6 Creating the Guiding Coalition Generating Short-term Wins Step 3 Step 7 Developing a Change Vision Never Letting Up Step 4 Step 8 Communicating the Vision for Incorporating Changes into the Buy-in Culture
  • 19. A CRM implementation Story $6 Figure CRM Spend 70 Sales people globally 20% adoption in 12 weeks
  • 20. Step 1 Establishing 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
  • 21. Step 2 Creating the Guiding Coalition Challenge: Who to include? Solution: • Leadership • Management • Staff • Tech resource
  • 22. Step 3 Developing 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 with CRM in it. Be detailed
  • 23. Step 4 Communicating 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
  • 24. Step 5 Empowering Broad-based Action Challenge: What does this mean? Solution: • Think through processes • Identify obstacles • Remove obstacles • Provide resources
  • 25. Step 6 Generating Short-term Wins Challenge: The adoption road is long and can be painful Solution: • Look hard for early wins where CRM factored in • Tell the world!
  • 26. Step 7 Never Letting Up Challenge: Are we there yet? Solution: See steps 4 – 5 - 6
  • 27. Step 8 Incorporating 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‟t happen.”
  • 28. Connect with Us! Follow: @MaximizerCRM Visit: www.maximizer.com Email: info@maximizer.com Call: 1.800.804.6269