Implementing Sales Force Automation

Once you have selected an SFA vendor, it is important to not underestimate the process of implementing the solution. It is of the utmost importance to first ensure that the system works technically and is thoroughly tested before it is rolled out to the entire sales organization. If shortcuts are taken, and the system not work as expected, you run the risk of creating increased resistance from the sales people who are expected to use and benefit from the SFA system as well as disrupted service to clients.

For the testing phase, a pilot group of power users should be selected for real world testing. This will ensure that the system works as intended and will uncover any problems with the system that weren't discovered in the evaluation stage.

Training sessions should be planned and offered to all employees who will be accessing and using the system as soon as it is implemented, if not beforehand, to avoid confusion and disruption of workflow. Another benefit of rolling out the SFA system to a small group of power users is that it will build trust throughout the sales organization when it's deployed. These users can also act as intermediate support answering basic use questions until full training is completed.