How to Measure Your Salesforce Implementation Success? Key KPIs to Measure

Salesforce is the leader of the customer relationship management platform. It is also highly customizable and caters to your business's individual needs. Your decision to implement Salesforce could be impacted by understanding its business growth opportunities and how it can streamline your operations.

But as a leader, how do you assess the impact of Salesforce implementation on your business?

This blog will lay down 4 KPIs to help you efficiently assess your implementation.

1. User Adoption

The first and easiest way to test your adoption is to track the user adoption. You can opt for the best service available, but if your workforce needs to adapt to it, then that is your resource wasted.

How can you track user adoption?

• Track login activity
• Analyze data entry
• Track feature usage
• Take feedback

The adoption process can also be affected by its ease of use. Salesforce is a user-friendly tool and will make training easy. With a high adoption rate, you will ensure you see the growth you expected from your implementation.

How can you make it easy?

Suppose you want to see a 100% adoption rate; ensuring that the learning process is smooth and easy to understand is crucial. We’ve listed a few tips that will be useful.

• Make it user-friendly: Salesforce is a highly customizable tool. Use this to your advantage and get help from the best Salesforce consultant who can customize Salesforce solutions to your organization's unique needs.
• Training: Make sure your workforce is trained on how to navigate through Salesforce and how to use all the features it offers.
• Role-specific training: Salesforce has various features for different departments of your organization. Role-specific training will ensure your employees get the most out of it.
• User guides: Creating a user guide with step-by-step instructions will give your employees information in one place. You can also include training videos and FAQs to make it more comprehensive. You can also
• Rewards: Giving rewards to your employees will incentivize them to adapt quickly.
• Regular feedback: Regular feedback will help you identify the hurdles in your Salesforce adoption. Feedback will help you improve and simplify the process. 

You can also partner with Salesforce CRM consulting partners that guide you through the process.

2. Data Quality

Data is king. Most of your business decisions are likely made based on data, so it becomes essential to ensure that the data you get from Salesforce is accurate. Why is it important? Accurate data will lead to your operations being seamless. It gives your customers a better experience and gives you the power to make better, reliable projections.

How can you measure data quality?

• Only complete records: Ensure every field and segment is filled with necessary data. Make sure your training includes proper ways to fill these fields. Incomplete records will curtail the effectiveness of your processes and analysis.
• Monitor accuracy: Regularly cross-verify your salesforce data with trusted other sources. This will help you monitor accuracy, develop trust in the platform, and identify inconsistencies and errors.
• Identify duplication: Salesforce has tools that will help you identify duplicate records. You can merge the same. Track the number of duplicate records and the effectiveness of deduplicating them.
• Monitor timelines: Monitor the periodicity of data updation or creation.
• Feedback: Encourage users to identify and point out inaccuracies and inconsistencies they come across on the platform.

The impact it has on your business

Accurate data will lead to a better experience for all teams in your organization. Here is how:

• Sales: With accurate data, they can ensure the correct customer information, leading to better customer interaction and conversions.
• Marketing: Accurate data will empower your marketing team to reach the desired audience with their campaigns. This directly impacts on your ROI.
• Customer success: Accurate data will lead to faster identification of problems faced by your customers and quick resolution, improving your overall customer experience.

3. Sales Cycle Length

The time taken to convert a lead from its first point of contact to a paying customer is known as a sales cycle length. The shorter this time is, the better the experience it would be for your customer. This KPI directly indicates how efficiently your sales team is working.

Salesforce implementation helps shorten this cycle and gives your sales team a better platform to manage and nurture leads. Monitoring and comparing the sales cycle length will give you a better understanding of how effective your implementation has been. You can also hire a Salesforce CRM consulting service to help you with processes.

How do you measure your sales cycle length?

• Map your process: This can usually consist of lead generation, qualification, analysis, proposal, negotiation, and the final closing of the deal.
• Tracking time: Analyse the time each lead spends on each stage. This will help you understand which stage needs improvement.
• Get an average time: Note the time each lead spends on each stage and from the first to the last stage in case of conversion and take an average.

4. ROI

Return on investment will be a clear indication of how effective your implementation has been. Your implementation will succeed if you save costs and generate more leads and customers.

How to calculate ROI

ROI can be calculated through a simple costs vs. gains analysis. Costs will include licensing, subscription, customization, training, and maintenance. Gains will include increased sales, cross-selling, better lead management, customer retention, and reduced time through automation.

Conclusion

Businesses are always dynamic, and your Salesforce implementation should adapt to that. KPIs like user adoption, analyzing data quality, tracking sales cycle time, and ROI will help your business ensure a smooth transition. These metrics will help you track your business and ensure your business goals are reached.

Need more insights and help to ensure a successful implementation? Reach out to 360 Degree Cloud to get in touch with the best Salesforce consultant today.