Our new eNews feature– “Ask Charlie,” in which customers like you ask business-solution related questions of Charlie Kemmerer, MCG’s Vice-President of Front Office Solutions.

Question:

Dear Charlie: Getting the higher-ups to approve CRM was easy compared to getting our reps to use it. How do I demonstrate the value of the system to them and urge them to participate fully in its use? Thanks for your help, Lonely in Lubbock.

Answer:
Dear Lonely: You won’t be a lonely user long if you apply the following tactics when implementing your new CRM system:

• Show them how they can get useful information out of the system, not just how they can put stuff in.
• Train them on the final version of the customized system. Don’t pull a bait and switch with an out-of-the-box while you customize.
• Do a pilot and give the reps ownership of fine-tuning the system to their needs.
• Change your system as often as your processes change. This could be very often – hope you bought something flexible.
  
  Good luck!

Email Charlie at charliek@mcginc.com for a FREE copy of the "Top Ten Questions to Ask Your CRM Vendor" white paper.

Got a question for Charlie? Let us know