10 Ways To Improve Sales Force Automation Adoption Sales Force Automation systems like Salesforce.com are ESSENTIAL tools; but like any tool, it's only as valuable as the proficiency with which it is used. As easy to use as Salesforce.com is - and other systems can be - many companies still struggle to get their people to use them. Three Core Adoption Values 1. Executives must lead by example Adoption starts with the CEO and executive team. As a rule of thumb, users will only adopt as far as their managers do, and managers will adopt only as far as the executives do. 2. Better design = better adoption The easier you make it for people to adopt (cleaner interface, comprehensive training, initial handholding), the more they will. 3. Peer pressure and collaboration work Starting with the executive team, everyone needs to expect your SFA system will be used. Ask, “Why isn't this in our sales system?” until you're sick of even hearing yourself. Bring meetings to a halt until the sales system is updated NOW. 10 Ways To Increase Adoption Of Your Sales Force Automation (“SFA”) System 1. Set up a useful CEO/executive team dashboard, PLUS include a slot in the executive meeting to review the dashboard. 2. Clean up your SFA clutter to improve usability. 3. Make compensation dependent on accurate reports in your system. 4. Clearly communicate why SFA adoption matters. 5. Customize the user interface for your people by role.