Businesses implement sales software solutions to optimise resources, improve business performance and enable growth.
Studies show that a high percentage of Sales software systems have failed to deliver the required expectations of businesses. In 2009, Forrester announced a failure rate of 47%.
So, what went wrong? Among the often cited reasons:
1. Lack of planning
2. Poor Implementation
3. Poor Management of Change
4. Approaching Sales strategy as a software project
5. Inadequate training
6. Selecting the wrong system
Now, lets look at how we can avoid making these mistakes..
1. Good Planning
So you are buying a Sales software solution. Why? Failure to develop a business strategy that includes clear, concrete and measurable goals including measurable ROI from your investment quickly establishes the first steps to failure.
Know what your goals are, and which hold the highest priority. When you know your goals, you can establish metrics to calculate return on investment (ROI). For example, if you want to increase average deal size by selling solutions instead of individual products, the metrics could be average deal size and average revenue per sales rep.
Detail the basic system functionality requirements you have. Adopt a sensible approach e.g. ‘Must, Should, Could, Would’ to the functionality attributes available to you. This approach will ensure you don’t get carried away and over complicate your sales system.
2. Considered Implementation
Many of the desired benefits of a new, and updated, sales software solution are achieved through selection and design. However, to maximise the positive impact of implementing the chosen solution, co-ordinated project management of key business components must be considered to successfully deliver business change:
With the right focus, the implementation of the desired software will deliver the right benefits from day one:
– Maximising the benefits offered by the new system from day one;
– Adoption and Engagement of the workforce;
– Establish the framework for improving current business processes using the chosen solution;
– Maximising the opportunity to improve data management;
– Delivering a “step change” in business performance.
3. Simple Management of Change
This includes top management, the sales staff and other customer-facing employees. If your people refuse to adopt the system, you’ve wasted your investment. Listen to your stakeholders; then select a system that takes everyone’s needs into account.
Include stakeholders on the evaluation team. If people feel they have been involved and allowed input into the decision-making process, they will feel more attached to its success.
4. Sales Strategy is not a Software Project
Too often businesses expect a software solution to drive their sales pipeline. Sales software is simply a tool to help achieve your sales goals!
5. The Importance of Training
This includes both prior to and post-implementation. Identify the key users of the system, and make sure they get the training required to operate it properly. If necessary, review and institute ongoing training to accommodate changes and updates in the system. This will ensure you derive the best possible value from the system and support swift user adoption.
6. Choose the Right System for Your Business
There are plenty of sales software solutions to choose from, many designed very similarly making decision making a tough one. Make sure you choose a system that can grow with your business and give you clear visibility of your sales performance at every stage in your business lifecycle!
ProfileSIS Sales Dashboard and ProfileFIT Services will ensure your choice doesn’t become one of the statistics.
ProfileFIT guarantees the successful and efficient implementation, and adoption, of ProfileSIS. ProfileFIT focuses on you getting the best value from ProfileSIS as your business grows, helping you to build a solid foundation for future sales success.