The Great Paradox

The Great Paradox

So, we work with a lot of organizations, and generally, we come in near the end of the development cycle. Most of these companies have spent months, sometimes over a year, working with Salesforce implementation firms to design, build, and configure the best Salesforce system that maps to their sales processes.

And that is a lot of work. No question about it.

But then they'll come and speak to us, and they want their people to be trained on how to use this new system. Somehow, they think that should take just a few hours.

You know, it's interesting. When you think about it, you've got a large team of people all involved in designing a system to basically map to a sales process. It entails creating custom fields, page layouts, reports, and dashboards that make sense to everybody.

But when you think about it, when you configure Salesforce to create a new field, Salesforce doesn't argue. It doesn't fight back. It just does it.

And yet, that process still takes an awfully long time.

Then, after that's done, you want to train your people. And you're asking people who bring their emotions, their fears, their biases, and their unique learning styles to adapt to something brand new.

And you want them to do it perfectly after, what, a few hours in a classroom?

You know, I often think, as an adoption company, that we have almost an impossible job.

Our clients, who just spent perhaps a year and who knows how much money on developing a system to do what they wanted to do, come to us and ask:

"Hey, we need our people to use this to the fullest extent. What do you need?"

A couple of hours?

It doesn't work that way.