Making of your CRM "Rock Stars " : Teaching your Sales force the new tricks

Dears,
The economy is changing for good and when going gets tough, the tough get going. The companies continue to surf through high tides and able to stay at top one of the factors for such sustenance is the remarkable effort of their Salesforce. They keep winning over all tough constraints and keep these companies profitable. Kudos to their great effort and CRM programs are meant to empower these force rather than used as a hard stick to measure their performance.
I keep hearing from my clients that they face stiff resistance from their Salesforce to adopt the CRM while I understand these resistances are short term and if Organization really want to empower their Salesforce they need to make them realize that CRM is not a burden on their shoulder but Opportunity in disguise for them to excel and learn the new tricks of the game.
What makes a difference between ordinary and extra ordinary sales guy is just doing the same thing extra ordinary. Once our Salesforce realizes that extra comes from CRM they will surely adopt and advocate the CRM to their peers too. At the center of this is the whole issue of being able to teach our Salesforce the new tricks. More specifically is the problem of your Sales Superstars who are unwilling to even consider the possibility of new tricks.

Account Management gets tougher

More and more senior-level sales reps are being assigned to complex umbrella accounts that span geographies, markets, or industries, and require coordination of a broad team of sales professionals who drive business within the local account affiliates. This role is not new, but it is growing and demanding increasing attention from the CRM program. The technology becomes the savior here and they understand the importance of collaborate sales effort and offcourse the latest collaboration tools very much part of the SALESFORCE Automation tools be it a Microsoft SharePoint or other collaborative tools they enable the diverse Salesforce to work as virtual pool in winning over critical account business.
On the other CRM Enablers need to understand the need for strategic account management and selling. The conventional game won’t help and paradigm shift to adopting the CRM business processes into their organization sales guideline would help. Take for example the Strategic Account Management components of Siebel SFA suite it gives us the new ways and tricks of the managing strategic accounts be it Activity template with predefined workflow configuration or orchestrating a complete quote to cash process it teaches new ways of doing things differently .
On the surface, strategic account management looks similar to traditional account management. Most likely you go through similar if not the same sales stages. But the complexity is the difference. Your Sales Stars needs to get something back from using the tool, You need to find what that is for your strategic account managers — it may not be always obvious or the same from company to company.

There is a "Rock Star" in everyone of us, Its just the tune they need to pick up .

Good Day
Your Partner and Companion
DC*