So you’ve made the smart decision to implement a new Sales Performance Management (SPM) solution, and now the time has come to introduce your employees to the system. Any new technology introduced into your company may experience some growing pains as your team adapts to it, and SPM may experience this as well. So how do you get your team to engage with the new software? After all, it’s one thing to acquire a solution, it’s one thing to implement, but if you can’t get your employees to use the solution, it will not be as impactful.
Sales reps love to sell, we all know this. When they clock in every day, that is what they are gunning for, what they want to do. They may not be as excited about all the administrative tasks that come with the job, and it may be difficult for them to pull their focus away from the goal of selling. So, when SPM solutions are implemented, it is not unheard of for reps to not want to take the time to learn how to use the new technology. They may worry about how much more work they must do. Because they are hesitant to learn it, they will be unable to effectively use it. This stems from a lack of understanding of the product and the benefits that it can bring them.
At the end of the day, an SPM solution is designed to help reps sell more and track those sales efficiently. What uninterested reps may not realize is that the solution is there for them and is designed to help them succeed. Engage your team with training sessions, work with them on how to use the system, and reward initiative that you see with those who use the system to its fullest. Show your team the benefits, how much time, effort, and energy SPM can save them. When you incentivize your team to work for themselves, they will achieve much greater results. System adoption is an important facet of an implementation, but by showing the benefits of an SPM solution, it can be much better addressed.
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