Salesforce Blog

After you’ve worked through the first four stages of the ADOPT system and put them into place, it’s time to focus on whether your users have the knowledge and muscle memory they need to push their own innate adoption of your sales technology.  (Do keep in mind that adoption is not linear, so this system doesn’t follow the infomercial adage of “set it and forget it.” This is a constant feedback loop that you’ll continue

After the initial technology implementation, it may be expected that users will love and adopt your tech more and more as they become immersed in the features and benefits that technology brings to them.  Right? Well, do you remember the basics of inertia from your physics class? Objects resist change to their velocity, and without continued press for progress, your technology users are those objects.  So, how can we get them to accelerate their adoption

One thing that’s true with sales and marketing technology training: once is never enough. Often, our approach to training for our field resources is to bring them in for a few very intense weeks of training, on products, policies and procedures, human resources requirements, and process and methodology.  As leaders, we then tick the box on training, and deliver components of additional training whenever we have new product or technology rollouts, either in large group

Once you’ve purchased sales and marketing technology, you expect to see the results that automation and customization promised you during the tech demo.  You may have even done a great job as leaders of marketing, sales, or technology teams in articulating the WIIFM for your end users.  It’s possible that they see the value and are even completely bought in to the ROI that is promised from the system, and that they are vocal supporters

Executives, administrators, marketing and sales ops/enablement professionals are spending a lot of their hard-fought budget on sales and marketing technology.  The hard work isn’t done, however, once you’ve designed and implemented the system; it isn’t even done after user training.  You need to have a strategic plan that considers constant renovation and reminders of why your users should be using the components of their tech stack. Let’s consider the first step in our proprietary ADOPT