Is your CRM solution helping or hurting sales? Low CRM adoption rates are a direct result of a disconnect between the potential of all that CRM can do and the way it works in the real world. Even if you have selected the right technology your success will depend on buy-in and full adoption within your sales team and across your organization. Learn some simple steps to evaluate your current CRM adoption and identify where to take action to start achieving the results you expected.

2. Maximizer CRM in 2 Minutes
• CRM leader since 1987
• CRM provider for Small and Medium Businesses
(SMBs) and Divisions of Large Enterprises
• Vancouver based with Global reach
• Over 1 million licenses sold

3. Maximizer Industries & Customers
Financial
Services
Manufacturing
Wholesale/
Distribution
Services
Others

6. GUEST SPEAKER:
Rob Malec, Businessworks Consulting
Rob Malec is a sales process expert in this field
and provides sound, practical and objective
advice around how to maximize the results of
company‟s sales and revenue generation efforts.
Prior to starting his consulting practice Rob
worked his way through the sales ranks, winding
up his corporate career as a Vice President
Business Development.

7. A CRM implementation Story
$6 Figure CRM Spend
70 Sales people globally
20% adoption in 12 weeks
OUCH!

8. Low CRM adoption is not uncommon
DESPITE…
Big $$ investments
+
Leadership‟s Enthusiasm

9. WHY? !!!

10. WHY? !!!
Management Staff

11. WHY? !!!
Management Staff

12. WHY? !!!
Management

13. WHY? !!!
Staff

14. Typical approach to change
Results
Activities
Behaviours
Culture
Attitudes and Beliefs

15. Suggested approach to change

16. ‘Crossing the Chasm’ G Moore

17. JP Kotter’s
Success Rates for Change
70
FAIL
20
SUCCEED
over time / budget
10
SUCCEED
big time

18. JP Kotter’s
8 Steps to Change
Step 1 Step 5
Establishing a Sense of Urgency Empowering Broad-based Action
Step 2 Step 6
Creating the Guiding Coalition Generating Short-term Wins
Step 3 Step 7
Developing a Change Vision Never Letting Up
Step 4 Step 8
Communicating the Vision for Incorporating Changes into the
Buy-in Culture

19. A CRM implementation Story
$6 Figure CRM Spend
70 Sales people globally
20% adoption in 12 weeks

20. Step 1
Establishing a Sense of Urgency
Challenge:
Staff don‟t feel any, while
Management feels lots of it
Solution:
Get down [on paper] why
CRM is of mission critical
importance

21. Step 2
Creating the Guiding Coalition
Challenge:
Who to include?
Solution:
• Leadership
• Management
• Staff
• Tech resource

22. Step 3
Developing a Change Vision
Challenge:
“We have one, we‟ve just
never written it down”
Solution:
Get down [on paper] what the
team‟s new world looks like with
CRM in it. Be detailed

23. Step 4
Communicating the Vision for Buy-in
Challenge:
Isn‟t this just extra work?
Solution:
• Decide how, when, how often,
how long and what you will
communicate
• Create a communication
vehicle

24. Step 5
Empowering Broad-based Action
Challenge:
What does this mean?
Solution:
• Think through processes
• Identify obstacles
• Remove obstacles
• Provide resources

25. Step 6
Generating Short-term Wins
Challenge:
The adoption road is long and
can be painful
Solution:
• Look hard for early wins
where CRM factored in
• Tell the world!

26. Step 7
Never Letting Up
Challenge:
Are we there yet?
Solution:
See steps 4 – 5 - 6

27. Step 8
Incorporating Changes into the Culture
Challenge:
Lasting change is hard
Solution:
• CRM is „the way we do things‟
around here
• “If it‟s not in the CRM, it didn‟t
happen.”

28. Connect with Us!
Follow: @MaximizerCRM
Visit: www.maximizer.com
Email: info@maximizer.com
Call: 1.800.804.6269