Why and How to do Salesforce Evaluation
Salesforce implementation is being done by many organizations, just to improve their sales or to increase their productivity. In real only productivity cannot determine the performance of Salesforce. There is needed a complete strategic plan to evaluate the performance of Salesforce.
In case of any non expected performance of Salesforce, you may have to determine the Salesforce performance. Usually it is done by senior level managers of the organization, for which they may need the input from various directors and sales managers. There are a number of reasons, due to which you may need to evaluate Salesforce performance. Here in this article the complete strategic Salesforce evaluation is specified:
Need to Evaluate Salesforce
Evaluating Salesforce of your organization can be beneficial for various reasons, apart from just helping you in determining the ways to improve the Sales of your organizations by helping your sales associates. You can also determine the need of new manpower to overcome the existing drawbacks of your Salesforce implementation. Evaluation can also help you in identifying the need of training for the employees, improvements required for the customer service and you can also identify the employees who are performing excellent or whose performance has been improved.
The managers can notice that the Sales associates of the company are not performing the same duties or responsibilities and so they can also provide Sales people, various tasks as per their capability and evaluate their performances as well. They can set identical criteria to evaluate the performance of the Sales people. Moreover, the managers can check that whether the company or is meeting its goals or not. If not then they can identify the team or department which is not performing the required duties. They can also come to know that which skill is lacking and they must hire for the betterment of the company.
Productivity measurement can give you better performance insight, but sometimes may not provide you clear or specific insights of the situation. Though, you can know the productivity by dividing the total sales done by the organization by the number of sales people within your organization. By identifying the average sales done by the organization, you can compare the sales done by individual sales employee of the organization, to evaluate their performance. The experts advice not to evaluate the Salesforce performance just only through productivity.
In case it may happen that the sales of organization is quite high, but still the customers are not getting the good and quality service, then it may mean that lucrative items are not reaching to the customers. In such cases you may have to make changes in your service criteria or product quality. By evaluating the Salesforce you can also know that which of your Sales man is capable to sale high-price items and which have better customer feedback for providing them quality service. Evaluating Salesforce performance you can easily know the process insights and do the needful to improve the organizational performance.
How to Evaluate?
As per the Gallup Management Journal, any organization which wants to evaluate Salesforce must check the customer’s loyalty, if it is good enough then it does mean that your Salesforce is performing well. As any organization is not selling the products or its services through Salesforce, instead they have implemented it to build customer’s loyalty or trust, so that they feel attached with their company. There may be more than one sales team in your company, and you can evaluate the performance of your sales team e.g. if your Sales team are making good enough sales but not able to bring back the same customer again and again, then there may be some reason like lack of loyalty and know your team, which has the highest customer loyalty and good performance. In this way you can also provide any reward to that team or can put the example of that team before others to set an example.
By measuring the performance of various teams, you can take your decision accordingly about firing, hiring and other rewarding strategies. You can even provide and discuss the result with your team and provide or ask them proper opinion. You can also change your strategy to achieve the goals, set by your company. Do not stop the evaluation process just on the measurement; instead take the next step by taking proper and required action to eliminate the existing flaws.
In brief by evaluating Salesforce CRM you can know the key areas of your organization, which needs improvement and apart from this you can also know the strong performers of the organization as well as the non performers. Setting the organizational goals is not sometimes enough even you must continuously track the performance of your organization. Salesforce cannot be the reason of non performance of the organization, so just identify the reasons through Salesforce and take the required action. You can get help from Salesforce Experts
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Auhtor is providing information about Salesoforce CRM Integration and Evaluation.