I recently received a birthday card with wise old Yoda staring at me on the cover. As I cracked the card Yoda's familiar voice shared some Jedi wisdom, "In order to Learn you must Unlearn".
These words rang true with a recent launch of Microsoft Dynamics CRM with a client with a very senior sales team. We had to focus on personalities and strategies that would resonate with a caliber of professionals that had been there and done that.
Aligning our approach with the overall Strategic Sales Plan of the management team we were able to find little win's for each person to help with our end user adoption. It wasn't so much the point and click but finding a way to gain acceptance and retention through repetition that each sales person found personally helpful.
This was not a clean sweep to get the entire team to unlearn some old habits that were not as efficient as leveraging some new technological approaches. However, in any CRM implementation let alone big process change taking baby steps increases your probability of overall success.
Copyright © 2014 Dave Neal
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