The process of implementing a CRM system is a difficult process when dealing with a sales team's entrenched behaviour towards administration. A CRM can induce fear around tracking and transparency of data. Shifting this perception is critical to the successful implementation and utilisation of the system.
Assisting companies’ transition their sales teams onto CRM’s is an Epoch speciality. We have assisted teams as large as 350 and as small as 10 transition onto CRM's, to understand the benefits of what the system means to them to ensure they engage with your clients differently.
Having worked in the sales and marketing arena for decades we understand the importance and value of data transparency when it comes to client information. Through the systemisation of data collection the sales team is best placed to understand the time management component in the quality, direction and quality of their client interactions. Achieving this outcome is a difficult for the uninitiated as requires in-depth knowledge of the pysche of sales teams and the value of a CRM.
One of the issues we typically find when companies decide to implement a CRM is the level of fear which creates resistance and blockages from the frontline sales team through to their managers.
We have assisted companies assess and transition into a variety of CRM’s such as Salesforce.com, Act Today, and customised CRM solutions on existing platforms.
While companies utilise their own project methodology for the technical requirements, they often miss the critical ‘soft requirements’ of implementation with the actual user.
We can provide the expertise required to help shift your team for faster traction with CRM systems.
Some of our clients in this space have been Mortgage Choice, Commonwealth Bank, Macquarie Bank, ERA to name a few. Our latest testimonial is below, review this and if you have any questions on how to implement the change in your sales team click the contact Epoch button and ask.
Corporate Evolution
Whether the impetus for change comes from internal or external pressures, the success of any evolution rests on the ability to effectively communicate and engage with employees and stakeholders alike.
Epoch Australia has been facilitating client evolution on a number of levels. Our main goal in our approach to change management is on the human aspect of overcoming resistance and moving to a desired future state for a company.
To effect an orderly transformation through adopting a Benefits Realisation Approach. It is unlikely that benefits will simply emerge from the introduction or adoption of organisational change itself. The realisation must be carefully planned and managed.
Drawing on the well known research and architects for change such as Buckminster Fuller, Dr Bernice McCarthy, Flora and Elkin (used internationally for government and corporate change), Epoch Australia utilises a variety of models to create a new state of play within the team. We then carefully plan to implement the change into this new state.
Epoch Australia has developed a strong and robust approach to partnering with its clients to deliver genuine benefits based on a shared approached to the desired outcome. We recognise that organisations must work towards removing the blockages that inhibit success for the long term sustainable future of the company and its people in the new desired business environment.
We have assisted companies in the Acquistion and Merger space to ensure that the blending of cultures, processes and systems are adopted to the greater benefit of all. We have also worked with clients to adopt new cultural principles to help define their identity in the market place.
Click on the icon below and see how we commenced a change process with one client. For the final outcome of this change process a verbal testimonial is available from the client. If you have any questions pertaining to a new cultural landscape within your company please contact Epoch and we will answer any questions you have.
EVOLVE
THE COURAGE TO REMAIN RELEVANT
Shifting the tectonic plates of an organisation to drive its growth aspirations into reality is a challenging exercise for the most skilled practitioner.
The transition from aspiration to reality requires all stakeholders to define, connect and be inspired by your vision. Do this well and coupled with a detailed plan, you have the markings of small implementation tremors, miss any of these components!
Epoch Australia’s experienced consultants facilitate employee engagement not only to the change junction but through the physical change itself. This delivers the appropriate behaviours for the organisation to deliver on the change required. We empower all stakeholders to achieve the milestones on the journey through a detailed strategic plan.
Is this the journey you imagined?
We enable organisations to embrace the opportunity for change through a structured approach to diffuse the emotional impact on employees and create a co-operative state of play.
The success of our process is our innate ability to immerse and relate to the feelings and values that live within the organisation. We chart a trajectory which is realistic and sustainable.
We harness the differing expectations of all stakeholders and create the relevant project applications.
Seek out new ways to solve an age old problem
Most organisations fail to plan for the ‘people component’ of change until the implementation stage. At this juncture projects fail to transition smoothly or not at all.
Myopia affects many organisations. The outcome of which is the creation of silos, divisions and clusters. To break down the barriers is often a daunting task for an internal project team. An outside view of your world can lead to stakeholders searching out different ways to solve challenges and take advantage of hidden opportunities.
Our expertise will ensure you have a diverse collaborative approach which will support all aspects of the business through the process of change.
To prepare for this journey we will map out the landscape through the following:
Organisational Change Readiness Checklist
Risk Assessment Matrix
Risk Assessment Table
Stakeholder Analysis for key engagement
Resistance Assessment Survey
Resistance Management Plan
Action Plan
Schedule of Activities
Communication Plan
Training Plan
Our insight and instinct will enable you to achieve your business aspirations through the collaboration and alignment of your people.
We will finish with your people understanding the vision, engaged with how they think and feel about the organisation and ready for what the future holds.