HELPING YOUR COMPANY BUILD “BEST PRACTICES Implementing a new Real Estate CRM within your company can be very exciting and challenging at the same time. Rest assured when you do make that decision to use real estate CRM to manage your business you are building a much stronger foundation that the majority of your competitors however it will require some work.
An outstanding implementation requires continuous commitment at all levels of your organization, especially from the sales manager. To be successful with you and yoru staff using your new CRM, you have to encourage the value of this tool into your company's culture. This section highlights some of the best practices to help drive user adoption as well as provides an example of how we tailor and build your companies Best Practices for you to use now and in the future with new employees.
Communicate the importance of the initiative and the value proposition for sales representatives:
Senior leadership needs to regularly communicate the important role that this tool plays in the company's strategy and proactively manage to the application.
- Promote executive sponsorship
- Communicate value of the CRM to your team (end users)
- Make it clear that their participation is important
- Establish metrics for what you want to achieve
- Sales: “10% conversion of Hot Leads to Sales Closed”
- Marketing: “Lead follow up improved 15%”
- Clients/Deals: “Increased Collections from Accounts Receivables By 20%”
- Communicate the strategy well in advance
- Establish a timeline to set expectations
- Commit team to participate in all the training sessions, because to accomplish the best implementation of this tool depends on them.
- Provide encouragement and solicit user feedback
- This can be reinforced during company meetings, via a monthly newsletter, or though one-on-one interventions with the users to collect their feedbacks.
- Work with administrator and managers to apply best practices and regular training.
Position the CRM as a Productivity Tool
The CRM is customized for 360° view of accounts.
- Easier Sales & Deals pipeline management
- Has built in custom reports related to your project and needs
- Improve quality of marketing campaign, “success and $ motivates!”
- Drive productivity & efficiency with features for: Email Templates, Mass email, one-to-one automated emails, and more. Stay in Touch!
Manage From The CRM, No Exceptions!
When your team sees that management is continually using the CRM, employee usage tends to take a dramatic rise. Lead by example, take the training and use the system regularly along side your employees.
- Open up the CRM in team meetings and highlight key areas or reports to validate your points.
- When appropriate, drill down into the details and confirm that the information is accurate. If data is missing tell your reps that, “if it isn’t in the CRM, it doesn’t exist.”
Tie Lead Management To The Tool:
By strategizing in the beginning how prospects are entered into the system either from walk-ins to sales showrooms, to phone calls from print ads, and from website you can in the beginning increase CRM usage by only reassigning these prospects to the sales people using the CRM.
- Establish your Sales Cycle and watch Leads follow this path you pre-designed.
- Marketing Dollars: This method will allow your marketing department to finally see true Return On Investment Reports of marketing dollars!
- Provide reports on Lead Follow Through and Results Per Sales Rep.
- Enjoy our systems Automated Email Marketing, rest assured your prospects are being notified by personal message automatically and instantly
Tie Compensation To The Application
There are a number of ways to tie compensation to the CRM, the most popular of which is to only pay commissions on leads which were created in the application.
- Tie compensation payments to CRM reports
- Make it challenging and fun, show GMG360 Reports in office of your top sales reps who religiously use their CRM.
- Commissions are paid only if all the required fields are filled or commissions are fill-in by the sales people for tracking purposes.
Reinforce Adoption
Rewards
- Build the CRM usage into job description & performance evaluations
- Ask for their concerns and encourage them to give you feedback
