Head of Analytics, Business Planning & Ops | Facebook
Toby Carrington
VP, Revenue Operations | Seismic
Key takeaways:
When you’re contemplating rolling out a change: start with a pilot program, communicate the change you’re making and why, and learn from that small group.
Don’t make any changes optional for your reps to follow. If you create a program that works for your reps, you won’t have to worry about adoption.
Your CRM doesn’t exist in a vacuum: it’s used by people, and managed by people. Ultimately your salespeople are one of the main end users of this platform, so make it work for them!
Putting time into working on your CRM is like eating brussel sprouts: it’s not the most fun or glamorous thing to do, but you’ve got to do it to make your CRM functional and healthy.
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