| # 1 |
The Best Sales Automation Systems Focus On The Needs Of Customers And Salespeople
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| # 2 |
Use An Independent Consultant (But Use The Right Consultant!)
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| # 3 |
Your Salespeople Are Your Best Development Resource
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| # 4 |
"Salespeople Are From Mars, MIS People Are From Venus"
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| # 5 |
You Cannot Roll Out An Entire Sales System All At Once
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| # 6 |
"Technophobia" Is Really Simple Resistance To Change
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| # 7 |
Your Project Will Be More Successful If You Sell It Than If You Mandate It
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| # 8 |
Your Salespeople Do Not Aspire To Be Data Collection Agents
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| # 9 |
Salespeople Respond Favorably To A Reasonable "Value Proposition"
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| #10 |
If You Want To Build Momentum Fast, Try Automating Your Expense Reporting |
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| #11 |
Low End Software That Is Discarded After A Year Can Save Money In The Long Run
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| #12 |
If Senior Sales Executives Do Not Use The System, Your Project's Credibility Is In Danger
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| #13 |
Ownership Of Your Sales Automation System Belongs In The Sales Department
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| #14 |
Sales Automation Is A Process, Not An Event
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| #15 |
Business Issues Are More Challenging (And More Important) Than Technology Issues
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| #16 |
If Salespeople Embrace The System, Implementation Will Be Easy
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| #17 |
Identifying And Exploiting "Champions" Will Hasten Acceptance
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| #18 |
Your Entire Organization Wins When Salespeople Get "Wired"
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| #19 |
As A Practical Matter, It Is Impossible To Overinvest In Training
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| #20 |
Even If Your Company Is Small, It Can Still Provide Help Desk Services
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| #21 |
If Your Salespeople Don't Know How To Use The System, It Is Your Fault, Not Theirs
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| #22 |
You Will Regret Trying To Save Money With "No Name" Notebook Computers
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| #23 |
Buy The Most Hardware That You Can Possibly Afford
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| #24 |
Most Of Today's SFA Software Vendors Will Be Out Of Business In Five Years
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| #25 |
If You Don't Have A Clear Idea Of Where You Want To Go, A Software Vendor Cannot Help You
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| #26 |
Everyone Should Be On Email
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| #27 |
Salespeople Should Have Their Email Addresses On Their Business Cards
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| #28 |
A Terrific Solution Might Not Necessarily Say "SFA" On The Box
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| #29 |
Geographic Information Systems Are Sales Automation's Best Kept Secret
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| #30 |
Salespeople Need Access To Information (All Kinds Of Information) In Order To Be Effective
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| #31 |
Salespeople Love Presentation Technology
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| #32 |
Every Sales Presentation Should Be Customized For The Client To Whom It Is Given
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| #33 |
Your Marketing Department Should Underwrite The Cost Of Developing Sales Presentation Templates
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| #34 |
Cost Estimates of $20K Per Rep Annually For Sales Automation Are Overstated
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| #35 |
Keeping Up With Technology Takes Time And Effort, But Is Worth It
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Presented June 13, 1996
Chicago, IL
