Innovative technology alone won’t drive success for a sales platform investment. Success depends upon how well the technology is embraced and embedded into the entire sales process. Spiro offers the industry’s only 100% Adoption Guarantee, because we know the power of proactive relationship management comes from full visibility across your organization.
The customer success team at Spiro has enabled hundreds of customers to thrive on the Spiro platform. This is driven partially by the features built-in to Spiro to simplify adoption. But there are additional steps that managers can take to ensure a smooth and successful adoption.
Here are six important steps that can help you and your team drive adoption:
1. Integrate your ERP platform
One of the most helpful things you can do to drive adoption is integrate related business applications with Spiro. Having an integrated view at your sales team’s fingertips will certainly drive efficiencies and boost productivity. For example, Spiro integrates seamlessly with ERPs such as Plex, Epicor and NetSuite to pull in relevant information for sales such as quotes, orders, open invoices, and shipped orders.
By integrating with other platforms, the data is automatically tracked within Spiro. Your sales team doesn’t need to log into several different platforms just to gain a bigger picture across all relevant information that might help to progress and close an opportunity. This reduces data entry, enables more robust reporting and gives you and your team confidence in your data overall because it’s all working together seamlessly.
2. Connect to email
If you connect your email to Spiro, you’ll never have to log an email again. Everything will simply go to the right place, and your communications will be tracked for you whenever you need them. This way, you don’t miss a thing as Spiro becomes a natural part of your sales process.
By giving reps one place to go to manage all contact points with leads and contacts, it saves them time and frustration. They don’t have to navigate across email, phone and CRM systems separately. Instead, they can go to a single place to make phone calls, send emails, and review reports. Spiro offers plenty of email templates to make your reps’ life easier and allows them to build email prospecting campaigns in a snap. It’s essentially a digital assistant that saves time which further encourages them to use the platform.
3. Use Spiro’s VoiP capabilities
To make sure that your team is able to see the full benefits of adopting Spiro, have them use Spiro VoiP for calls. The full mobile functionality ensures that your team can make calls on the go, without even having to log in. Spiro automatically records the audio and transcript from each call and asks reps to set reminders to follow-up. A pre-configured and custom workflow can be established to drive an automated nurture process. This increases touchpoints with contacts during the selling process while ensuring a more structured follow-up process.
Additionally, Spiro takes notes from the calls to help the rep when the next communication takes place. This allows reps to focus their full attention on selling. After the call, the rep can quickly mark how the call went, or respond to an email with additional notes. This is so much easier than waiting for a rep to manually input notes after every discussion.
4. Manage tasks with reminders
Make sure that when you are working on a deal, you always have defined next steps planned and scheduled to close the deal. Teams that have a consistent and well-defined sales process tend to be much more successful than those that don’t. Start by documenting your sales stages, steps within each stage and any dependencies to have a clear vision of exactly how deals should progress. Once your sales process is set, creating reminders can be automated within that process.
It should become natural for your reps to set a reminder for next steps, but you don’t necessarily need to rely on your team to do so. With Spiro’s VoiP capabilities, Spiro will ask you if you’d like to set a reminder after each call – ensuring you never forget and lose a deal as a result of lack of follow-up.
5. Incorporate reports into your routine
Use Spiro to drive your internal processes from the beginning. Run your team’s pipeline meetings out of Spiro and show your team the different reports they can easily build. When you turn your sales platform into the cornerstone of your sales process, adoption is a breeze.
First, determine what you want to review in meetings and what you will need to quantify to do so. Also, make sure you have the right fields setup to capture the data needed to complete your reports. You can always reach out to your customer success manager to help you show the data visually through clean reports.
6. Keep your team accountable
Spiro gives you visibility into your team’s activities and connections with each prospect. Plus, you can see how much they’re using the platform. Let them know that you’ll be checking their pipeline, reminders, and contacts to ensure they are keeping recorded current. Teams are unlikely to learn a new platform if they don’t have to, but since Spiro automates much of the process it should be easier to motivate the reps to get on board.
And, as a manager you will want to model the behavior you expect from your team and use the platform for your work in the way you’d like them to use Spiro. Most managers are held to their numbers as well, so use reports to see if you are on track and adjust as needed.
The road to success starts with adoption
To ensure your Spiro implementation achieves the results you want, it’s critical to make it a natural part of your existing business processes while also evaluating what you’ve always done. Now is a good time to identify those applications, processes and data integrations that are important and bring them together through Spiro. By having everything aligned, leveraging the tool to manage tasks wherever possible, sharing the valuable reports and insights with the team and staying engaged throughout, you’ll see the team will leverage the technology and reap the benefits.