The Hunley Group Blog

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The Hunley Group Blog: What can YOU do to drive CRM adoption?

What can YOU do to drive CRM adoption? You Spend Some Serious Coin; How Do You Get Your People Using It? Have you ever heard about (or seen!) a CRM getting launched - well designed, and with all the best intentions - and then it just … sits there. Mediocre adoption, nothing really happening. Guessing you have. Today, I had a client CEO ask me the sweetest question I’ve heard in a while, “OK, we’re launched. What can we be doing to drive adoption of this thing?” First of all, if you have that level of commitment, all the way from the top, you’re destined for success. But second, you have a team that realizes that it won’t simply happen on its own. There’s work to be done post-launch. This is change management; you have to drive it home. (Check out one of our previous post on driving CRM adoption) Here’s How To Think About It Build a plan. Crawl, walk, run. Set expectations based on practicalities.   What do you expect to see in week 1? What do you expect to see in weeks 2 and 3? Month 2? Month 3? First, look for usage.  It would be best if you had an adoption dashboard that shows whether everyone is logging in, how often when they last did so. It should include basic [...]

By |2020-05-18T09:39:47-04:00May 17th, 2020|Categories: Blog, CRM|0 Comments

The Hunley Group Blog: The Salesforce Feature that your Company Should be Using During Covid-19

The Salesforce Feature that your Company Should be Using During Covid-19 By: Rob Hansen and Lauren Thompson Contributions from: Jennifer Borkovich   Why should I be using Salesforce Communities with my customers...? During this time of the COVID-19 pandemic, most businesses have had to move from an everyday office to a virtual team. Keeping in touch with and staying engaged with clients in these circumstances is challenging, but now is also when customers need it most. We have seen how Salesforce Communities can alleviate some of these challenges. Customers rely on constant communication, and communities are one way to keep an open conversation, keep customers up to date on projects, and answer questions quickly. What are Communities, and how can it help my customers…? As noted in our team blog post, communities are branded spaces for people to connect online. Salesforce Communities look like any other website but have the power of Salesforce behind them. But Salesforce communities differ from email and other channels in that they are secure and have the data directly accessible from your Salesforce.  You have probably interacted with dozens of Salesforce Communities when you are shopping online or researching a product and do not even realize it. Communities for customers is a self-service that easily connects them to business data, empowering them to manage their [...]

By |2020-05-04T08:51:48-04:00May 4th, 2020|Categories: Blog, CRM, General, team, Uncategorized|0 Comments

The Hunley Group Blog: During Covid -19, Put Your Team in a Community

During COVID -19, Put Your Team in a Community By: Rob Hansen and Lauren Thompson Contributions from: Jennifer Borkovich   Why you should be using Salesforce Communities with your team During this time of the COVID-19 pandemic, most businesses have had to move from an everyday office to a virtual team. Keeping in touch with co-workers and staying engaged with clients in these circumstances is challenging. We have seen how Salesforce Communities can alleviate some of these challenges and keep communication easy and open. What are Communities, and why would my team need one…? Communities are branded spaces for people to connect online. Salesforce Communities look like any other website but have the power of Salesforce behind them. You have probably interacted with dozens of Salesforce Communities when you are shopping online or researching a product and do not even realize it. Communities can be built for any group – Employees, Channel Partners, and even Customers. Communities are easily customizable and secure sites for you to share important information with employees and customers wherever they are and on whatever device they use. In addition to sharing general company communications on the Community, CRM data can be shared securely with full control over who sees what. In a time when face to face collaboration is impossible or not safe, imagine your [...]

By |2020-04-20T12:43:23-04:00April 17th, 2020|Categories: Blog, Building Products, CRM|0 Comments

The Hunley Group Blog: Give them what they need: Real-time sales data visibility

DISAPPOINTED, BUT NOT SURPRISED   So many times a CRM is used as a management tool for reporting. Clients forget - or simply cannot get their heads around the need - to make it a productivity tool.   If you’re in the building materials business, with all its gloriously fragmented channels to market, the complexity of product lines, and the myriad choices that your customers have, useful data on sales is one of the most powerful tools you have. As a sales rep, you need solid and sound data, distilled for your needs, presented at your fingertips.   So while we’ve long past being surprised when we encounter a client who doesn’t acknowledge that integration of sales data into their CRM should be virtually priority number one, we’re still disappointed when we see it.   IT’S ABOUT EASY ANSWERS AND USEFUL INSIGHTS   Let’s imagine the top-of-mind questions that a CRM could answer for a sales rep:   How am I doing? Sales reps are incentivized by commissions. It stinks to have to wait till the end of the month (or quarter), after the fact, to get emailed a static report of sales results for a territory. Summary sales performance on the login home page is eye candy for a sales rep.   How are my accounts performing? Clicking into [...]

By |2020-04-05T20:35:36-04:00April 5th, 2020|Categories: Blog, Building Products, CRM|0 Comments

The Hunley Group Blog: #WFH – Lessons from a 100% Virtual Company

#WFH - Lessons from a 100% Virtual Company The rising threat of the novel coronavirus has forced businesses to scramble to move their teams to home offices. It’s disruptive upheaval; it all feels shockingly different. #WFH (Working From Home) is the new normal. Yet as our country starts practicing Social Distancing, The Hunley Group team members are having a surreal experience. Because there is no change for us. We’re a fully virtual company; have been for the ten years we’ve been in business. Maybe we can share some tips and tricks to help you and your team transition smoothly to our virtual working world. Get a routine in place.  Start your day off the same way you would if you were heading to the office. Get up, dressed and ready, and get to your desk the same time you would in your normal routine. Maintain your regular hours if possible. Relish the fact that you have no stressful commute! Watch the hours! No, not working too few - working too many! One of the benefits of working from home is flexible hours, but you can often get lost in your work because the distance between the mouse and the dinner table blurs. You don’t have to work 9 to 5 but keep the number of hours you work as normal [...]

By |2020-03-23T00:13:54-04:00March 22nd, 2020|Categories: Blog, General|Tags: |0 Comments
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