Key Takeaways
- Change management is a strategic investment, not an afterthought. Treating it as a core implementation strategy maximizes ROI and prevents costly rework.
- Adoption challenges come from people, not technology. Early stakeholder engagement and clear communication reduce resistance and improve success.
- Poor adoption creates long-term inefficiencies. A proactive change management approach prevents costly refactoring, lost productivity, and compliance risks
Transforming Your Business with Salesforce and Change Management
Salesforce is a powerful platform capable of transforming how your business operates, but technology alone isn’t the answer. Success depends on aligning technology with people and processes to drive meaningful change. Without a structured change management (CM) strategy, even the best Salesforce implementations can falter, leading to wasted resources, low adoption, and costly mistakes.
In this blog, we will explore what change management truly means in the context of Salesforce, the financial and operational risks of neglecting it, and why having the right expertise is essential. We will also provide actionable insights to ensure your implementation is successful, driving long-term adoption and maximizing ROI.
What is Change Management?
Change management is more than just training—it’s a structured approach to transitioning individuals, teams, and organizations to a new way of working. A change management strategy ensures that employees understand, embrace, and effectively use Salesforce to improve productivity and business outcomes. A successful change management strategy includes:
- Engaging stakeholders early to build support and trust for new processes and tools
- Developing communication strategies that resonate with users
- Addressing resistance proactively to minimize disruption
- Structuring ongoing sponsorship for leadership to reinforce new processes and tools
Without a defined change management strategy, organizations risk poor adoption, inefficiencies, and an inability to realize the full value of their Salesforce investment.
How to Quantify the Cost of Salesforce Adoption?
The financial and operational impact of poor adoption can be staggering. Without a structured approach to change management, organizations face significant challenges that lead to wasted investments and operational inefficiencies.
- License Subscription Costs – If employees do not actively use Salesforce, your organization is wasting money on licenses that provide no return on investment. Many companies find themselves with “shelf wear” because they assumed users would adopt the system naturally, only to see minimal engagement.
- Refactoring Costs – A system that fails to meet user needs often results in expensive redesigns and reconfigurations. If Salesforce isn’t implemented with user feedback and adoption strategies in mind, organizations may be forced to spend additional budget on correcting avoidable missteps.
- Cost of Time – Time is a finite resource. When employees struggle to use Salesforce effectively, they spend countless hours troubleshooting, working around inefficiencies, or reverting to old processes. This inefficiency not only reduces productivity but can also slow down critical business operations.
- Lost Productivity and Revenue Leakage – Misalignment with business processes leads to employees working outside of secure tools, like Salesforce, causing data inconsistencies, reporting inaccuracies, and workflow bottlenecks. In industries like government contracting, where compliance is key, failing to follow structured processes can result in lost contracts and revenue opportunities.
- Increased Regulatory Risks – Especially for companies selling to government entities, misalignment with procurement and compliance requirements can create regulatory hurdles, delaying sales cycles and increasing operational risks.
How do I Develop a Change Management Strategy for Salesforce Adoption?
Many organizations believe they can manage change on their own, assuming that internal resources and knowledge are sufficient. However, without the right expertise and a structured approach, they often struggle with:
- User Resistance – Employees may be reluctant to adopt Salesforce if they don’t understand its value or if they see it as disruptive to their workflows.
- Late-Stage Engagement – Engaging end-users too late in the process results in missed opportunities for feedback, leading to a system that doesn’t align with actual business needs.
- Ineffective Processes – Without structured planning, companies risk rolling out Salesforce in a way that is confusing, inefficient, or disconnected from strategic objectives.
Your Salesforce implementation partner plays a critical role in driving change management success. It’s not just about setting up Salesforce —it’s about ensuring your team is equipped to use it effectively. Methodology matters. Salesforce implementation partners who follow established change management frameworks like Prosci™ and ADKAR® provide:
- Structured engagement strategies
- Clear communication plans
- Proactive resistance management
- Comprehensive training and support
- Certified and skilled professionals
Without a Salesforce implementation partner who prioritizes change management, organizations often experience a disjointed rollout, resulting in confusion, resistance, and inefficiencies.
Top Tips for Successful Salesforce Adoption
- Engage Stakeholders Early – Identify Champions and Super Users who can advocate for the system. Involve them from the beginning so they can provide feedback, influence their peers, and ease the transition process. This also helps establish credibility and buy-in across the organization.
- Communicate Often and Effectively – Don’t wait until training to explain how Salesforce will impact employees’ roles. Communication should be ongoing and tailored to different audiences within your company. Use multiple channels beyond just email—consider town halls, videos, and hands-on demos to drive awareness.
- Ensure Strong Executive Sponsorship – Leadership buy-in is essential for securing resources, driving adoption, and reinforcing the importance of Salesforce. When executives actively support the transition, employees are more likely to engage with and embrace the new system.
Case Study: Armis Ascends with Change Management
Vectr Solutions often works with organizations that are launching government operations and adopting Salesforce Government Cloud to ensure compliance with security regulations required by the U.S. government. When partnering with these organizations, Vectr Solutions uses the Prosci™ methodology to guide our customers through the Salesforce implementation process coupled with effective change management tactics for adopting new procedures within Salesforce.
We worked with Armis, a cybersecurity company, to establish their government operations within Salesforce, including sales and service processes. As part of their migration process, we helped to define new Standard Operating Procedures (SOPs) for these areas, with input from business stakeholders. We also employed best practices regarding communications and sponsorship to reinforce the importance of Salesforce adoption and preventing data security violations.
Contact Vectr Solutions to Ensure Your Salesforce Success
At Vectr Solutions, we don’t just implement Salesforce—we ensure long-term success with a robust change management strategy. Using the Prosci™ methodology and ADKAR® framework, we guide your team through every phase of adoption, driving engagement and maximizing ROI.
For more insights, check out my expert video on how change management ensures successful Salesforce adoption.
Ready to make your Salesforce implementation a success? Let’s talk about how we can help you drive adoption, avoid costly mistakes, and transform your business.
