Adoption isn’t a one and done initiative, it takes reinforcement. All members of your team need to embody the new way of doing things to truly find success.
- You’ve launched your new technology & processes, but now the real work begins – reinforcing the new way of doing things. Just like in a garden, you’ve got to perform some maintenance to keep things looking great.
- By nature, people are resistant to change, so it’s critical that you understand who needs extra help and how you can highlight the benefits for your laggards & naysayers.
- Your Champions and Managerial teams are critical at this stage in your journey, so don’t forget to leverage them for help.
Download out GROW Reinforce Workbook for plans and worksheets that will take your adoption efforts to the next level. We've included additional resources and recommending learning plans below to help you reach your adoption goals.
Bring your Business Cases to Life
- We’ve talked about people, process, and technology and the importance of balancing all three.
- To help reinforce the outcomes you are working towards, provide users with scenarios that bring to life the changes you are making.
- Be sure to highlight the benefits to the individual as well as to the organization.
- Use these scenarios to inform future communications to individual teams or the broader business.
We've included a Business Case Worksheet in our GROW Reinforce Workbook to get you started. Use the worksheet to define your scenarios and incorporate them into your planning efforts.
Leverage Your Leaders
Leaders come in all shapes and sizes within your organization, and you need all of them to reinforce your message.
|
Who |
What |
|
Executives |
Execs are critical champions who reinforce the vision and importance of transformation throughout the business. |
|
Managers |
Managers are a key link between executives, project teams, and front-line employees. They communicate important information and have a responsibility to ensure their employees are following new processes and using new systems. |
|
Ambassadors/Champions |
Your champions act as evangelists to their individual teams and can provide much needed peer-level support to their colleagues. |
|
Early Adopters/Power Users |
These individuals may not have leadership titles, but they certainly have leadership influence. They like using new technology and can influence their peers to get on board with the new program. |
Key Role: Managers
When building your adoption plan, don’t underestimate the powerful role of managers in your organization. They are key players responsible for:
- Bridging the gap between executive leadership & front-line employees
- Modeling and encouraging desired processes and behaviors
- Holding team members accountable for their individual contribution to company-wide goals and initiatives – including adopting key technologies and processes
Learn from Colleagues 
- Peer-to-peer networks are incredibly powerful
- Learning from colleagues is one of the fastest and most effective ways to learn new systems and processes
- Encourage Lunch & Learns and peer workshops to drive adoption within individual departments
- Make the most of peer networks by creating an Ambassador or Champion team to formalize the efforts
Use the Create Your Ambassador Team Worksheet in our GROW Reinforce Workbook to build your team and reinforce peer-to-peer learning.
Define Key Targets of Success
Establishing benchmarks to measure your success against is important in determining whether the changes you are implementing are working. Now that you are building consistent usage you can determine your current benchmark and work towards improvement.
|
Measure |
Method |
Example |
|
Lead Conversion – increase number of MQLs that convert to SQLs |
Sugar Market & Sugar Sell – use manual and predictive lead scoring models to pass more qualified leads to sales |
Increase number of MQLs that convert to SQLs by 10% |
|
Opportunity Velocity – decrease amount of time between opportunity creation and close-won |
Sugar Sell & Sugar Discover – use proper opportunity stage tracking to determine amount of time per sales stage and implement new process to increase velocity through stages |
Decrease time from creation to closure by 7 days |
|
Cost to Serve – increase service agent efficiency |
Sugar Serve – reduce time to resolution (TTR) through use of SugarLive |
50% of cases resolved on first call/contact |
Use the Success Benchmark Worksheet in the in our GROW Reinforce Workbook to determine your success metrics, owners, goals, and actuals.
Resources & Downloads
| Workbook | GROW Reinforce Workbook |
| Additional Resouces | XXX |
| Templates | XXX |
Learning Plans
XXX