CRM. Just three letters. But they come with a lot of expectations. You picked one. Maybe even the best one for your business. That’s great. But here’s the catch—buying a CRM isn’t the same as using one. It’s like buying a treadmill and thinking that alone will get you in shape.

So, what happens next? Onboarding. And then—adoption. Two big steps. Can’t skip either.

First: What Is CRM Onboarding?

CRM onboarding is where the setup happens. Accounts get created. Fields are added. Emails and pipelines get connected. You configure things. Integrations go live. The CRM moves in.

But CRM onboarding is not just about flipping switches.

Your business has its own way of working. Your tools. Your habits. Your quirks. The CRM has to match that—or at least meet it halfway. Otherwise, things fall apart before they even start.

And Then: What About CRM Adoption?

This part is trickier.

CRM adoption means your team actually uses the CRM system. Not just one person. Everyone. Sales. Operations. Marketing. Even that one guy who still keeps customer notes in a paper notebook.

If they’re not using it, you’re throwing money into a black hole. High adoption? That’s when the CRM system is doing its job. Leads get tracked. Deals move. Data stays clean. Processes run smoothly.

Low adoption? You’ll see signs. Confusing fields. Tools no one opens. A help center tab collecting dust. Training that barely scratches the surface—or skips key parts of the system entirely.

How to Actually Get Your Sales Team to Use a CRM

There’s no question your sales team keeps the engine running. They bring in the deals, build the pipeline, and move things forward. So, when it’s time to shake things up with a new tool, you can’t just throw it at them and hope for the best. You need a plan. And it starts with how you bring them into the conversation.

The truth is, most people don’t like change. It’s easier to stick with what’s familiar—even if it’s messy. Switching things up means learning something new, and that can feel like a distraction. But if your goal is growth, standing still isn’t an option. Your team needs to see the upside. It’s not about forcing a shift. It’s about showing them why the shift is worth it.

Specifically, with a new CRM in play, proper CRM onboarding isn’t optional. Without CRM onboarding, the deals slow down. The process breaks. And your team? They’re stuck, unsure what to do next. You’ve got to give them the tools, the training, and the data they need. Otherwise, the CRM system sits there unused, while the old habits creep back in.

Here’s a breakdown of why CRM onboarding matters—and what it can fix—based on what we’ve seen work in real teams:

#1: Higher Adoption Rate:

A solid CRM onboarding plan shows your sales team how the CRM system actually helps them—fewer clicks, faster updates, cleaner pipelines, and better access to data. When they see how it makes their day smoother, they’re far more likely to use it. That’s how you boost adoption without forcing it.

#2: More Efficiency:

When you take the time to create a good CRM onboarding process for your sales team, you can be sure that they will understand the CRM system completely and know how to make the best out of it. Since they will know how it works, they won’t lose time searching for a feature or anything else. Their time will be used to generate revenue by closing more deals.

#3: Better Collaboration:

One of the main advantages of using a CRM system is that it also helps improve collaboration. And this is especially important for salespeople. After all, they need to access all the information about a client to close the deal. With a CRM tool, they can access all the data from just one place—but only if CRM onboarding sets them up properly from the start.

#4: Better Efficiency & Productivity:

Training your sales reps on the CRM system isn’t just about button-clicking. It’s about giving them the know-how to use the right features at the right time. CRM onboarding makes that possible. When they understand how everything works, they waste less time figuring things out—and spend more time selling. That means more deals on the board and more revenue in the door.

#5: Improved Customer Service:

With proper CRM onboarding and training, your team can quickly pull up everything they need to know about a customer. No scrambling. No second-guessing. That makes it easier to respond fast, offer help that actually fits the situation, and keep the conversation personal. Stronger relationships follow—and with them, more loyalty, happier customers, and fewer churn risks.

#6: Better Quality of Data:

When you get a CRM system that salespeople actually use, you’ll also get data with better quality. After all, your salespeople will be more consistent when adding data to the CRM (data migration). That consistency starts with great CRM onboarding. And we don’t need to tell you how important this is.

#7: Give Your Business a Competitive Edge:

When your sales team knows how to use the CRM well, they spot opportunities faster, adapt quicker, and close deals with less friction. Training gives them that edge. It’s not just about using a tool—it’s about staying sharp. And when your team runs smoother than the others, you’re not just keeping up. You’re pulling ahead.