Q: I’m interested in implementing a customer relationship management (CRM) system in my office, but I’m worried that it’ll be tough to get everyone on board. Outside of the basic software installation, what are the key things that need to happen to make the transition go smoothly?

A: Salespeople are no different than anyone else. They’re creatures of habit. But they’re also motivated by success. Here are 10 keys to ensure a smooth CRM implementation process:

1. Identify the strengths and weaknesses of your current CRM strategy (if there is one) and resolve to continue what’s working and do away with what isn’t.

2. Determine your goals and objectives, and SEEK THE INPUT OF YOUR SALES TEAM! Nothing breeds resentment more than investing in a new process and corresponding technologies without the input of those who will be asked to use it daily. Involve your salespeople. Their productivity is at stake.

3. As Steven Covey says: “Begin with the end in mind.”Develop a timeline for implementation and clearly articulate it with all stakeholders. Start with your end date and work backward, thus identifying every benchmark necessary along the way, to ensure an on-time implementation.

4. Keep it simple. Investing in a CRM system isn’t going to end hunger and strife. Don’t get seduced by features with which you might be enamored, but that you won’t actually use in the future.

5. Evaluate more than one system. Ask around, do your research and then evaluate at least three solutions.

6. Training: Take the time, and make it quality time, to thoroughly train all stakeholders and endusers. While this might be obvious, many salespeople (especially those who come onboard months after implementation), are often left to learn on their own.

7. Go slow: Implement slowly and evolve even slower. Oftentimes, learning a new CRM system can be like drinking water through a fire hose. Slow and steady wins the race. Allow for ramp-up time.

8. Analyze and measure: How are you doing, according to your initial objectives? Always measure against these benchmarks.

9. Transparency: Share your successes and challenges with your staff to demonstrate your empathy and appreciation. Constantly talk about what’s working and not working and continue to ask for feedback.

10. Share your results with your customers: Find a way to share success stories with them. Talk about why you made the investment and how you think it’s helping them. Impress upon them that you’ve made an investment in an important tool so that you’re able to serve them better. We know that salespeople (and others for that matter) are often reluctant to change. However, as the saying goes: if nothing changes, nothing changes. If you’re still using spreadsheets, notepads or napkins (or even something more technically advanced), an effective CRM system can change your world — and mostly for the better. Follow these 10 steps and you’ll make that change a welcome one.

Dan Cole is Vice President of Sales and Business Development for the Consumer Electronics Association, which draws more than 3,000 exhibitors to its largest annual show, the International Consumer Electronics Show. Cole is a regular speaker on sales-related topics at industry events. In 2005, the International Business Awards named him Best Sales Executive. He can be reached at dcole@ce.org.