Implementing Sales Automation Best Practices
Chair Address
Sales Automation Results Measurement
Dean Herington Jr.
Chairman, Methods & Best Practices, Sales Automation Association
Tuesday, 10:00-10:50 am
10 Critical Success Factors for Effective Sales & Marketing Automation
Barton Goldenberg
President, ISM, Inc.
Tuesday, 2:30-3:20 pm
*Special User Story! *
Is Outsourcing the Way to Go?
Bob Lundin
Director, Sales Process Automation and Internet/Intranet, OxyChem
Wednesday, 3:00-3:50 pm
The Key Role of Senior
Management in SFA Success
Pat Sullivan
CEO, SalesLogix Corporation
Thursday, 8:30-9:20 am
The Art and Science of Implementation
Janet Manchester
President, Manchester Consulting Group, Inc.
Thursday, 2:00-2:50 pm
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CHAIR ADDRESS
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Sales Automation Results Measurement
Dean Herington Jr.
Chairman, Methods & Best Practices, Sales Automation Association
Tuesday, 10:00-10:50 am |
Critical to the long-term success of your sales automation initiatives is the implementation of an effective Results Measurement System. Sales Automation Results Tracking and Data Collection Procedures can help generate a set of monthly management reports which monitor key sales activities in order to document the "Actual" versus "Predicted" ROI for your sales automation system. Mr. Herington, Chairman of the SAA's Methods & Best Practices Committee, guides you through a structured 8-step approach to Sales Automation Results Tracking & Measurement.
- Sales Process Modeling & Benchmarking
- Establishing Quantifiable Goals/Metrics
- Defining Management Reporting Requirements
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10 Critical Success Factors for Effective Sales & Marketing Automation
Barton Goldenberg
President, ISM, Inc.
Tuesday, 2:30-3:20 pm |
Mr. Goldenberg offers his personal recipe for successful sales and marketing automation. Each success factor is described in detail using practical market-based examples. Learn how to realistically put automation to work in your company's sales and marketing initiatives.
- Automate What Needs to be Automated and Gain Top
Management Support
- Employ Technology and Information Intelligently, Secure Ownership, Prototype the System
- Train Users, Motivate Personnel, Adminster the System and
Keep Management
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* Special User Story! *
Is Outsourcing the Way to Go?
Bob Lundin
Director, Sales Process Automation and Internet/Intranet, OxyChem
Wednesday, 3:00-3:50 pm |
By outsourcing the training and support, OxyChem was able to reduce the cost of sales force automation implementation dramatically. This case study of OxyChem describes the company's implementation of a sales automation and support program and how it increased the effectiveness of their sales force.
- Reasons for Outsourcing
- Needs and Skills Assessment of End Users
- Measurement of Training Success
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The Key Role of Senior
Management in SFA Success
Pat Sullivan
CEO, SalesLogix Corporation
Thursday, 8:30-9:20 am |
Every list of critical success factors for SFA includes some
reference to Senior Management support; yet, little is written
about the specifics of this essential role. Mr. Sullivan covers such crucial topics as:
- Examining How to Sell SFA to Senior Management and Get
the Ball Rolling
- Communicating Roles and Responsibilities to Senior Management
- Establishing an Effective Project Team Structure for Leveraging Management Support
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The Art and Science of Implementation
Janet Manchester
President, Manchester Consulting Group, Inc.
Thursday, 2:00-2:50 pm |
Implementation is the tangible, concrete stage for any change initiative and as a result it requires disciplined, holistic thinking on the part of all team leaders and members. Join Ms. Manchester and learn how Enterprise Customer Management initiatives impact every aspect of the business.
- A New Way of Thinking: Customer Outcomes First,
Activity Plan Last
- Tips to Facilitate Implementation Project Teams
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