So you are not happy with the pace at which your Sales team is adopting your shiny new CRM system. Are they indeed slow in their adoption? Or, should you adjust your expectations?
A study conducted by Philippa Lally found that the average time to pick up a new habit is 66 days. Simple habits like drinking a glass of water in the morning, required far less time, than hard tasks, like doing 20 push-ups in the morning. Overall, to form a new habit, it took anywhere from 18 days to 254 days.
Changing the working habit of an Account Manager to include CRM is not a simple task. Let’s assume that it sits between average and hard, based on the profile of Account Manager. Is the Account Manager already tech-savvy? Or, does he still with a Moleskine and fountain pen?
Based on the research done by Lally, this would project their time to adopt this new CRM system to be between 3 and 12 months (based on 20 working days per month).
Does this shine a more positive light on your adoption pace? How can you adapt your plans accordingly to re-enforce adoption at the pace of your Sales organization?
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