You invested in Salesforce with the hopes and ambitions that you would have a crystal clear picture of the accounts and sales pipeline. You were excited about viewing sales activities and delivering a precise forecast. But its not happening because your sales team isn’t using Salesforce as you planned they would.
The main reason why sales people don’t use Salesforce is because they don’t understand why they are using it. Instead they view Salesforce as “another thing they have to do everyday”. As a result, sales people don’t use it and it results in poor Salesforce adoption.
If people aren’t putting data into Salesforce then it’s obviously not going to produce the value you thought it would. This means that sales leaders have to articulate an accurate picture of their sales team’s revenue, pipeline, and sales activities that deliver results. Likewise, it’s even more important that sales leaders shape their sales culture into one that is positive, accountable, and metric-driven. This means enabling everyone to understand what to get done and who’s doing it. Thus resulting in sales teams wanting to use Salesforce because its an effective part of their job and gives them the tools and strategy they need to exceed sales goals.