User Adoption as #1 Key Metric for your CRM System

We are back for the second edition of the Revenue Architecture Advice! I'm sure you're eagerly awaiting the next Revenue Architecture Advice. I won't keep you in suspense any longer. Three extremely relevant topics for any revenue organization made it into my selection this week. Have fun reading!

User Adoption: The Holy Grail of all CRM Systems ????

You have introduced a new CRM system and what now? Ah right, sales go up automatically, no? Think again. Many companies change their CRM system or introduce one, often out of a need for more transparency. The hope: to be able to manage sales more efficiently with better data.

Here's the catch: without high user adoption, this beautiful new data is worth no more than the paper it's printed on. What good is the most sophisticated system if no one uses it? That's correct, nothing at all. Adoption is THE metric you should be keeping an eye on. Only regular and proper use of the system will create the data foundation you need for efficient control and better management.

And no, adoption is not just an item you can check off your to-do list after implementation. It has to be a core issue already during implementation. Only then will your CRM become more than an expensive paperweight.

My partner Jan Hepke has created an interesting video on the topic of adoption. Feel free to have a look.

Why Revenue Operations is often treated poorly ????

In my opinion, revenue leaders who think they can really take off without a solid RevOps department are making a terrible mistake. RevOps is more than just new business slang. Especially in Europe, this department is often accustomed to a quiet existence. Yet startups and scaleups in particular that want to achieve their ambitious growth goals and attract investors should be focusing on RevOps.

What is RevOps, anyway? In a nutshell, it's the process of systematically and holistically optimizing all revenue-generating functions - from marketing to sales to customer success. And it's the #1 game-changer for sustainable, healthy and, most importantly, predictable growth.

Germany's best CROs and CFOs, who I talk to every day, place a high value on a strong RevOps Leader and invest time to understand their insights and recommendations. In fact, you should, too.

If you want to learn how RevOps can catapult your business into new dimensions of growth, I recommend contacting our VP Consulting Daniel Trifonov.

Sales training is not a weekend trip! ?????

Do you think a 2-day workshop will turn your team into sales champions? It's time for a reality check. The idea that sales training works like this - trainer comes, flipcharts are set up and after 48 hours everyone is fit to sell - is not only somewhat nostalgic, but downright dangerous.

Sales training is a marathon, not a sprint. It is the continuous touchpoints that enable real progress. Skills don't just have to be taught, they have to be refined in subsequent coaching sessions and then anchored in everyday life.

Your coach should not be the type of person who comes by once and then disappears forever. Rather, he or she should be like a personal fitness coach who accompanies you over weeks and months to ensure that the new skills not only work in theory, but that they become standard in your day-to-day business.

Do you want sales training that really gets you ahead? Let's meet for a virtual coffee and develop a training concept tailored to your needs. Click here to make an appointment.

So, that's it for today. The next edition in 2 weeks is already in the works. If you want to talk about a specific topic, you know how to contact me ??

Best regards from Berlin,

Michael