{"id":12244,"date":"2022-10-27T07:31:29","date_gmt":"2022-10-27T07:31:29","guid":{"rendered":"https:\/\/www.softbless.com\/change-management-in-crm-implementation\/"},"modified":"2025-06-30T12:11:25","modified_gmt":"2025-06-30T05:11:25","slug":"change-management-in-crm-implementation","status":"publish","type":"post","link":"https:\/\/www.softbless.com\/en\/change-management-in-crm-implementation","title":{"rendered":"Change Management in CRM Implementation"},"content":{"rendered":"The success of <span style=\"font-weight: bold;\">CRM<br \/>\nimplementation<\/span> is not only about technical things. Even<br \/>\nmore important is how to approach the end user (division sales,<br \/>\nmarketing, support), and socialize the <span\n style=\"text-decoration: underline; font-weight: bold;\">CRM<\/span><br \/>\nfrom the beginning (before the implementation stage). So the rejection<br \/>\nof the end user could be decreased. <br \/>\nIn order to successfully implement CRM, especially to be appreciated<br \/>\nfrom the end user, company needs to have change management. Refers to<br \/>\n&#8220;From Resistance to Acceptance: How to Implement Change Management by<br \/>\nGina Gotsill &#8216;, the following management changes strategy can be made<br \/>\nfor the <span style=\"font-weight: bold;\">CRM<\/span><br \/>\nimplementation.\nChange management can be <span style=\"font-weight: bold;\">effectively<\/span><br \/>\ndone when the company high level management at the company&#8217;s admit the<br \/>\nexistence of human beings to refuse the change. In this case the<br \/>\nrejection from the end users , in Marketing, Sales and Support<br \/>\ndivision, to change their behavior from manual system to a centralized<br \/>\nand automated <span style=\"font-weight: bold;\">CRM<\/span><br \/>\nsystem.\nChange Management focuses on human and how they resist, overcome, and<br \/>\nultimately accept the changes resulting from the use of <span\n style=\"font-weight: bold;\">CRM<\/span> systems in their<br \/>\nactivities in the work.\nEmployees resist the change because of many reasons. They may not<br \/>\nunderstand the reasons that encourage the change or may not agree with<br \/>\nthe new company direction. Or, they just feel anxious about how the<br \/>\nchanges will impact on their work activites. The management that<br \/>\nrecognizes the human tendency to resist change-even when the change is<br \/>\nimportant for business success, can take the initial steps necessary to<br \/>\nanticipate a positive outcome.\nThere are three important steps that must be followed by the executive<br \/>\nto implement change in an organization related to the implementation of<br \/>\n<span style=\"font-weight: bold;\">CRM<\/span> systems:\n<span style=\"font-weight: bold;\">Focus to Employees <\/span><br \/>\nManagers who do not anticipate any resistance to change, will find the<br \/>\nfact that human element can derail a project. A research, conducted by<br \/>\nGartner Group, found that the success rate of technology usage is only<br \/>\nabout 35-40 percent. From the early stages of implementation, the<br \/>\nmanager\/supervisor needs to approach and provide socialization to the<br \/>\nend user how CRM systems can provide benefits for them and the company.<br \/>\n<br \/>\nEmployees need to be part of the change and they need to be heard.<br \/>\nChange management experts recommend that managers socialize the factors<br \/>\nthat cause changes in marketing, sales and support activities, start<br \/>\nfrom the top and continue to every level of organization. And how their<br \/>\nactivities would differ before, during, and after the implementation of<br \/>\n<span style=\"font-weight: bold;\">CRM<\/span>.\n<span style=\"font-weight: bold;\">Effective Communication <\/span><br \/>\nCorporate communication has an important role in the change management<br \/>\nstrategy. When employees know and accept the reasons for this change,<br \/>\nthe manager \/ supervisor needs to reinforce employee acceptance with<br \/>\nthe right, practical and inspiring message.\n<span style=\"font-weight: bold;\">Action Learning <\/span><br \/>\nTraining through practice can be given to employees by providing a<br \/>\nspecial room where they can learn the CRM system and if there are<br \/>\ndifficulties can be solved together.\n","protected":false},"excerpt":{"rendered":"<p>The success of CRM implementation is not only about technical things. Even more important is how to approach the end user (division sales, marketing, support), and socialize the CRM from the beginning (before the implementation stage). So the rejection of the end user could be decreased. In order to successfully implement CRM, especially to be [&hellip;]<\/p>\n","protected":false},"author":21,"featured_media":15703,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[9206],"tags":[],"class_list":["post-12244","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-crm"],"featured_image_src":{"landsacpe":["https:\/\/www.softbless.com\/wp-content\/uploads\/2022\/02\/featured-image-1140x445.jpg",1140,445,true],"list":["https:\/\/www.softbless.com\/wp-content\/uploads\/2022\/02\/featured-image-463x348.jpg",463,348,true],"medium":["https:\/\/www.softbless.com\/wp-content\/uploads\/2022\/02\/featured-image-300x157.jpg",300,157,true],"full":["https:\/\/www.softbless.com\/wp-content\/uploads\/2022\/02\/featured-image.jpg",1200,628,false]},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.1 (Yoast SEO v27.5) - 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