Evaluating and Selecting Sales Force Automation Software

SFA vendors offer an extensive range of features and it is quite common for them to claim their solution can meet the needs of every sales organization. Therefore, it's important to not necessarily look for the product with the most features, as that can lead to an overly complicated or unnecessarily complex solution, but for one that meets the specific needs of your sales organization. To do so, a company must first understand the specific problems the sales force is encountering, as described on the Common Problems/Solutions section, and fully assess the company's current and potential future needs.

Before seeking out vendor proposals, a task force that includes senior management, sales management, and field sales representatives should be convened to develop a detailed list of problem areas in the sales process. By including multiple levels of people within the organization, you can better ensure that the solution that is eventually selected will meet the current needs of those using it as well as be scalable to fit a growing organization.

Once the business specifications are determined, vendors can now be approached to begin the evaluation process. Things to look for include how well the vendor's solution meets your needs out-of-the-box and then what level of customization is available, as well as the cost of both purchasing and maintaining the solution.

Another key aspect to fully evaluate is user-friendliness: how easy is it to access? Is the dashboard interface logical? How many steps does it take to complete a transaction or input information? This is very important when it comes to training your employees and ensuring that the system increases efficiency, not complicates the sales process. You do not want to increase the time it takes for your employees to do their jobs by providing them with an overly complicated tool.

While it may seem time consuming, it is also highly recommended that you ask the vendor to set up a meeting or a tour of an existing customer's site that is comparable to your business so that you can get an idea of how the solution is being used in real-time, as well as ask questions.

Next: Should Your SFA Solution Be Hosted or Installed?