SFA Road Map 2000
Certification Workshop--Sept.16-18, 1997
ADDED BONUS: Attend the full SFA Road Map 2000 program and receive an SFA Implementation Specialist Certificate
Steps to SFA Implementation:
Featuring the 8 steps that determine if SFA
implementation succeeds or fails, the workshop
teaches you how to:
- Choose an Effective SFA Manager
- Develop a Tactical Plan -- or Make Your Current Plan More Effective
- Assemble the Optimal Project Team
- Forge Business Partnerships with External Sources, such as SFA Vendors, Consultants, Trainers, Lead Source Providers
- Create a Program where Managers, Project Teams and Software Work together Effectively
- Set up a Continuous Training Program that Keeps SFA on the Cutting-Edge
- Create Objectives and Measure Against Them
- Analyze Companies that Have Successfully Implemented an SFA Process
Who Should Attend?
Anyone involved in the Sales Force Automation implementation process or planning to automate within the next 12 months including:
- Senior marketing and sales executives
- Business development managers
- I.T. managers
- Marketing managers
- Product managers
- Marketing communication managers
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BULLETPROOF YOUR SALES AUTOMATION IMPLEMENTATION |
The Sales Automation Implementation Certificate
Program was created to help you implement a sales automation system which becomes a powerful
competitive resource in your corporation.
Implemented properly, sales automation can help
your company reach more customers and prospects than ever before and drive additional sales, but unless you know what you are doing it can waste your time and valuable corporate resources. That's why this intensive three-day program features down-to-earth focused steps to do it right the first time. This
certificate gives you added credibility as a Sales Automation Implementation Specialist.
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The Profile and Responsibilities of Your SFA Project Manager
Jim Dickie
Managing Partner, Insight Technology Group
Tuesday, 10:00-10:50 am
A New Look at
Implementing SFA:
Beyond Sales Productivity
Tim McMahon
Principal, Labyrinth Research, Author, Selling 2000
Tuesday, 2:30-3:20 pm
Partner with SFA
Suppliers to Improve
Sales Service Quality
Jonathan Narducci, Quality Consultant
Wednesday, 1:00-1:50 pm
Leveraging Technology
for Managing High-Value Customer Relationships
Brian Janssen
Executive Vice-President, ONYX Software Corporation
Wednesday, 2:00-2:50 pm
Project Management and Implementation: An Essential Ingredient for Success
John H. Wheeler Jr.
Principal, SalesQuest Group
Wednesday, 3:00-3:50 pm
Training: The Key to Success for Your SFA Project
Tom Minero
President, Training Resources, Inc.
Wednesday, 4:00-4:50 pm
Monitoring and Quality Controlling Your SFA Implementation Process
Jim Dickie
Managing Partner, Insight Technology Group
Thursday, 8:30-9:20 am
Special Case Study
Clairol Professional Products Division - Taking SFA in New Directions
Paul Holder
Senior Manager, Field Sales, Clairol
Susan Nunnery
West Coast Field Sales Manager, Clairol
Thursday, 2:00-2:50 pm
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The Profile and Responsibilities of Your
SFA Project Manager
Jim Dickie
Managing Partner, Insight Technology Group
Tuesday, 10:00-10:50 am |
Through reviews of over 775 sales automation initiatives conducted by ITG since 1994, seven critical success factors (CSFs) have consistently emerged in 28% of the projects that meet or exceed expectations. Mr. Dickie profiles these CSFs in detail, using specific case study examples to show their importance. Assess how well your project matches up to these CSFs.
- Is Your Project Side-Tracked before
it Starts?
- Do You really Know what Problem
You Are Trying to Solve?
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A New Look at
Implementing SFA:
Beyond Sales Productivity
Tim McMahon
Principal, Labyrinth Research, Author, Selling 2000
Tuesday, 2:30-3:20 pm |
Creating an implementation plan for sales automation success is one of the most critical tasks for any organization. As the potential of SFA is recognized, the task becomes far more than simply assembling a functional project team. Mr. McMahon looks at SFA implementation as the effective integration of selling and cross-functional decision-making processes with critical information enabled by automation technologies.
- Components of the SFA
Implementation Plan
- Automating Processes, not User
"Wish Lists"
- Positioning SFA as an Indispensable Company System
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Partner with SFA
Suppliers to Improve
Sales Service Quality
Jonathan Narducci, Quality Consultant
Wednesday, 1:00-1:50 pm |
Sales automation tools are now an integral part of the Sales Service implementation strategy. The quality of these tools will affect the quality of the Sales Service product. Partnerships are one way to help ensure that tool suppliers match the quality needs of sales organizations.
- The Meaning of "Partnership"
- The Definition of Quality and the Role of Tools and Infrastructure
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Leveraging Technology
for Managing High-Value Customer Relationships
Brian Janssen
Executive Vice-President,
ONYX Software Corporation
Wednesday, 2:00-2:50pm
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In today's intensively competitive world,
how can you leverage technologies
to cultivate your customers and prospects while managing the complexities of a long-term relationship? This session is a case study based on reviews of how leading companies have implemented a Total Customer Management strategy to create an unfair competitive advantage by capturing every interaction with their customers!
- Why a Total Customer
Management Approach?
- Leveraging New Technologies like the Internet and Wireless in your Strategy
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Project Management and Implementation: An Essential Ingredient for Success
John H. Wheeler Jr.
Principal, SalesQuest Group
Wednesday, 3:00-3:50 pm |
This highly-interactive session focuses
on project management and its role in
implementing successful projects. It presents the optimal structure of effective project teams, qualities of effective project managers, and demonstrations of software that support the definition, development, and delivery of successful sales automation
projects.
- Case Studies
- Real-Time Software Demonstrations
- Group Discussions
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Training: The Key to Success for Your SFA Project
Tom Minero
President, Training Resources, Inc.
Wednesday, 4:00-4:50 pm |
One of the most important lessons emerging from the last three years of corporate sales automation projects is that all the time, money and effort in the world are wasted
if the users don't understand how to use their new system effectively. Proper
training has been revealed as the key to
a successful launch.
- The Six Essential Steps in a Winning Training Program
- The Three most Common Mistakes and How to Avoid them
- Powerful New Tools for Training
- CBT and the Internet
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Monitoring and Quality Controlling Your SFA Implementation Process
Jim Dickie
Managing Partner, Insight Technology Group
Thursday, 8:30-9:20 am |
Having tracked the implementation of over 500 SFA projects, ITG has compiled a wealth of insights into measuring the ROI and quality of a SFA project. Since management is likely to ask you to determine your initiative's value, Mr. Dickie focuses on determining how successful your project is by helping you:
- Establish a Baseline Today, for Comparison Tomorrow
- Determine what Is and Isn't Worth Measuring
- Create Specific ROI and Quality Metrics
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Special Case Study
Clairol Professional Products Division - Taking SFA in New Directions
Paul Holder
Senior Manager, Field Sales, Clairol
Susan Nunnery
West Coast Field Sales Manager, Clairol
Thursday, 2:00-2:50 pm |
Bristol-Myers Squibb requires Clairol to double its revenues and profits by the year 2000. They looked at traditional SFA programs and their return on investment and found nothing that met their requirements.
Clairol decided to do something completely different. If you want to find out, come to this final step in the sales automation implementation certificate program and learn:
- How Clairol Plans to Increase the Number of Customer Contacts by 58%
- How they Have Increased their
Closing Ratio
- How Clairol is Focusing on their Competitors by Accounts with
National Programs
- How they are Taking our Sales Force from the Dark Ages to the Computer Age
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