6. Start training and creating expectations Day One with new hires. 7. Make adoption a part of sales culture and peer pressure. 8. Take an online training class for your sales force automation system. 9. Hire an experienced SFA user of your system to do one-onone training sessions with your people. 10. Evaluate a mobile smartphone version of your SFA system. Explanations 1. Set up a useful CEO/executive team dashboard, PLUS include a slot in the executive meeting to review the dashboard. What metrics are currently tracked in weekly executive meetings? Translate these out of Excel and into a SFA dashboard (where possible), using the dashboard as the basis of that part of the meeting. No exceptions. This will create a top-down effect that will greatly help in inspiring adoption! Start simple, with a single first dashboard and only the top 8-10 metrics the team cares about. Examples: Closed sales quarter to date, Open deals slated to close this quarter, Number of leads qualified this month, Pipeline created this month, Results per vertical, etc. 2. Clean up your SFA clutter to improve usability. Stop trying to track EVERYTHING. The easier your SFA system is to use, the more people will use it. Get rid of the clutter, mostly by hiding things people don’t use and keeping labels intuitive: Hide unused tabs. Hide or remove unused data fields. Use simple, common sense names for custom fields. 3. Make compensation dependent on reports in your SFA system. Don’t pay people if the sales opportunity or customer isn't in your SFA system, or if it's not filled out to pre-defined standards. You'll be amazed at how quickly opportunities move into your SFA system! 4. Clearly communicate why SFA adoption matters. Studies have shown that when you clearly communicate why you want