Publication Date: September 6, 1996

Related article - Implementing Sales Force Automation: Keep the Focus on People

Sample Questions To Ask Your Sales Force

So you want to get input from your salespeople before embarking on a sales force automation project. What should you ask them? Tom Minero, president of Training Resources, Inc., in Clifton, N.J., offers these questions as a way to start the dialogue.

1. What information that is not available now (or is difficult to get) would help you be more effective in closing new business or servicing existing customers?
   
   
2. Identify the three administrative tasks that are most time-consuming.
   
   
3. Are there any parts of our current sales process that could be improved, enhanced, reduced, eliminated?
   
   
4. Have you seen any ideas being used by our competitors that you think we should be considering?
   
   
5. What may we be overlooking?

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Tom Minero is a featured speaker at DCI's Field and Sales Force Automation Conference.