A successful Salesforce deployment and implementation is dependent on so many variables, from people, to processes, to the technology itself. How do you know if you got it right? You’ll likely have key metrics you’ll be looking at but we put together a list of common traits our customers share when they experience a successful rollout.
1. Strong Data Quality
Bad data leads to misleading, incomplete and confusing information. It lowers adoption because people can’t trust the reports and dashboards they’re looking at. Data stewardship is everyone’s responsibility, and if you put garbage in, you’re going to get garbage out. You want your data quality score to be 90 or greater. There are several data quality and data cleansing tools in the Appexchange. You must monitor and make data issues visible and hold people accountable to the data they put in the system. Coach them to help create a culture of sharing and stewardship. Executives, managers and users all have a responsibility to manage data effectively. As you build integration and third party connections, this becomes an even greater area of focus.
2. Strong User Adoption
In a perfect world, system adoption would be 100 percent. If you’re working with a strong implementation partner who can design your system to be “mission critical,” your goal is certainly attainable. Realistically, you want your user adoption to be 90 percent or greater. If adoption is lower than that, your data quality will suffer and your reports won’t give you a complete picture. Management in meeting should be able to bring up adoption reports and see all their users logging into Salesforce and logging their activity. If not, they have adoption issues and they need to figure out if this is a people, process or technology hurdle, then overcome it. Using key users (early adopters) and pairing them with late adopters as mentors can be key to successful adoption.
3. Salesforce is the Source of Truth
Businesses typically have systems beyond Salesforce that handle customer data such as accounting. When you have multiple systems, it’s best to have Salesforce as the central hub and “source of truth” for all customer data. One of the reasons Salesforce is so popular is its integration capabilities. Make sure your systems are integrated so your teams can share data and access it via a central login.
4. Meaningful Dashboards and Reports
As a sales, marketing and operations leader, you need a clear picture of how your business is performing. When user adoption and data quality is strong, as well as when your data is integrated, you have a full picture of your opportunities. That can cause the cash to start raining in!
Often, customers moving their data to the Salesforce platform can generate sales and marketing reports in seconds when it previously took them days. Reports that show sales opportunities with existing customers, for example, can give your sales team the ammo they need to close more deals faster. Make sure all key user profiles in the system have the right daily, weekly and monthly Dashboards to monitor performance and key metrics. Dashboards are a type of professional report card that ensure you have visibility to progress, and that will roll all the way to the C-Level.
5. Documented Long-Term Roadmap and Vision
Executing a successful Salesforce implementation plan is great but remember the work doesn’t end there! Salesforce is always innovating their products, and as such, they have three new releases a year. Planning for new release management, and also planning for extending Salesforce deeper into the enterprise are keys to success. The more you enable Salesforce to do for your organization, and the greater you optimize its functionality, the higher ROI you’ll get.