Improving CRM (Salesforce.com) Adoption

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How do you really know whether your sales team is engaged with the CRM system you have just introduced? Answer is you probably don't... one way to accelerate your business case benefits might be to consider gamification.

Business Technologie

Improving user adoption
of Salesforce.com
(…by using gamification)

“Yes! I have
completed my
meeting
report!!”
Incentivise Enforce
In certain cultures
you might not need
to do anything.
Or…encourage
adoption by appealing
to people’s motivation
Is it right to additionally
reward people for updating
the CRM system…
Too much enforcement (stick!)
and you can crush creativity
and diminish performance
You could hard wire sales
commission to usage of the
CRM system?

What is
SuMo?(Success through Motivation)

SuMo for Salesforce is a KPI and gamification-oriented application.
Embedded within Salesforce (as a native APP) it encourages sales
teams to adopt the best techniques and standards when using
Salesforce. SuMo rewards sales inputs and uses gamification to
reinforce accomplishments, enhance skills and of course, improve
excellence on the job (which is what gamification is all about).

Baseline
Period
(users unaware)
With
Gamification
Points for
opportunity
creation, account
planning,
collaboration,
key fields, etc.
Jan Feb Mar
Go live
with SFDC
Before
Gamification
Good user
engagement with
Chatter, Dashboards
starting to take
shape, UX positive…
SuMo wasn’t used to
fix a problem
High engagement
and focussed
activity
Benefits
Realisation
CaseStudy:UKFinancialServicesCompany

uk.linkedin.com/pub/tom-brewer/15/150/849/

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1. Improving user adoption of Salesforce.com (…by using gamification)

2. “Yes! I have completed my meeting report!!” Incentivise Enforce In certain cultures you might not need to do anything. Or…encourage adoption by appealing to people’s motivation Is it right to additionally reward people for updating the CRM system… Too much enforcement (stick!) and you can crush creativity and diminish performance You could hard wire sales commission to usage of the CRM system?

3. What is SuMo?(Success through Motivation)

4. SuMo for Salesforce is a KPI and gamification-oriented application. Embedded within Salesforce (as a native APP) it encourages sales teams to adopt the best techniques and standards when using Salesforce. SuMo rewards sales inputs and uses gamification to reinforce accomplishments, enhance skills and of course, improve excellence on the job (which is what gamification is all about).

5. Does it work?

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7. Want to know more…

8. uk.linkedin.com/pub/tom-brewer/15/150/849/

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