How to Solve Your Technology User Adoption Problem

Change is hard. And we’ve had to change more this year than we have since … ever? Working and attending school from home has made the 2020 learning curve bend straight up. If you’re responsible for launching new programs, processes, or platforms at work, you know how tough it can be to get users to adopt the new thing.

But rolling out new sales enablement technology doesn’t have to be painful. Just put yourself in the users’ shoes. With some thought up front about the experience from their perspective, you can put together a strategy to win over even the most skeptical team members.

9 Tactics for Driving User Adoption

You can reduce the friction involved with implementing new sales enablement platforms to drive lasting user adoption. To overcome your team’s resistance to change, consider the following nine tactics:

1. Think About Timing

Consider what else is going on with the people who will be adopting the new technology when timing your rollout. What are the competing priorities? What else are you asking your users to do? Where are you in the quarter?

Every season has specific challenges. Rolling something out at the end of the year is difficult because people are focused on closing new business—as they are in the last two weeks of every quarter. You may also want to rethink a rollout in August when people are on vacation. Be realistic about where the technology rollout falls with other competing priorities.

2. Meet Users Where They Are

Take into consideration how aware people might or might not be about how this technology could help them. For example, compare a new hire with a long-time employee. If someone is a new hire, they are likely eager to learn and open to new information. In contrast, a long-time employee who is doing well may not see the motivation for change. Present the advantages of new technology differently to these two types of users.

3. Cultivate Lifelong Learners

Some professionals are lifelong learners and are open to new technology because they want to improve and develop their skills. Others might resist new tech because they have a blind spot, lack interest, or don’t feel it’s necessary to develop themselves or contribute to the team’s success.

In the modern learning environment, everyone is responsible for sharing what works and what doesn’t for the good of the team. Helping employees get comfortable with this mindset and see the benefit to themselves is important.

4. Motivate With the Right Incentives

Examine how you’re incentivizing your team. Sometimes, users are disincentivized to share what’s working because they’re competing for the same rewards. Ensure there’s nothing in place that would prevent or disincentivize people from sharing with each other.

Also, consider individual motivations: Why would this person be interested in going through the changes and investing the time needed to leverage the technology?

5. Get a Little Help From Your Friends

Rather than starting with your most change-resistant team members, begin with those who are open to change. This creates a conducive environment to learn and adjust your approach as needed. Early adopters can help pull along those who are more resistant, rather than forcing them to comply.

6. Identify Cheerleaders

Seek out and support your early adopters. These change agents act as ground troops, encouraging others to adopt the new platform. Let them be your spokespeople and cheerleaders.

7. Promote Winners

Encourage sharing of win stories, such as through recorded video. When people share their successes, it helps others see the value of the platform and serves as recognition for the achievers. This also helps new hires learn from recent successes.

8. Tap Into Your Team

Modern sales enablement platforms leverage user-generated content. This reassures managers that the new technology won’t create more work for them. For example, a team member who excels at telling the product story can create a short video to share with others, allowing for peer-to-peer learning and feedback.

Having sellers teach other sellers is valuable and feels more relevant. It also saves time for those sharing their expertise.

9. Prime the Pump

Provide users with engaging content to encourage them to learn and use the system until it becomes second nature. Share progress reports, milestones, and launch plans. Incorporate messages from executives into regular communication.

Use these nine tactics to build a strategy that will win over even the most reluctant team members and drive lasting user adoption and long-term results.