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Summary

2nd Commandment

ASK USERS WHAT THEY REALLY NEED
TO WORK OR SELL BETTER.

Sometimes we think The Psychic Friends Network must run most of the SFA projects we hear about. Is it possible that MIS and Sales management can read the minds of their sales force? Well, at least that is how it appears to us. Many, many projects get very far down the implementation path. Then suddenly a salesman asks why they have been asked to do so many meaningless things with their new laptop and SFA software. Management looks at them puzzled and says, “I thought you needed that,” or “Isn’t that the way you work?”

We have a secret way to avoid these types of misunderstandings that cause so much frustration and false starts. Listen closely. It’s called “asking questions.” Ask the sales force and their management what they need in order to do their jobs more efficiently (faster and independently) and productively (generate more revenue). You will be amazed by their answers. In many cases, you can avoid problematic development cycles and process re-engineering if you simply ask the obvious.
Going out into the field to study how sales reps sell and how managers manage is also required. Spending time with your constituents buys you a lot:

  • First, this time investment demonstrates to your sales force that you are not assuming anything, and that you are willing to learn from them in order to build the best possible solution.

  • Second, it gives you a chance to identify your potential early adopters and superstars for your pilot.

  • Third, it gives you the necessary information to more accurately formulate your course of action.

Recommended Resource

SalesNet

If I were to do it all over again, I think I would try an ASP solution because there is less risk involved in piloting this technology, and you can demonstrate return on investment much faster, too. Also, there is a usability factor to consider. Since most corporate employees already know how to navigate with their browser, and use their email, adoption is likely to occur faster. For all these reasons and more, I looked at SalesNet.