Workshop: SW6

Making sales force automation tools work for you!

Summary

An Executive Vice President of a Silicon Valley software company once told his sales people that not using the new sales force automation tool (SFA) was a "CLM" - career limiting move! Some sales people took it to heart so strongly that they became quality authors, capable of writing endless prose. Unfortunately, they never became good sales people. So, there has to be a balance. This workshop shows you how to make these ever popular tools work for you - not the other way around.

What is covered

During this workshop you will learn -

What is a sales force automation tool?
Does your company need to standardize on one of these tools?
What to do if you have your own "system"?
What if you aren't a typist?
How much time should the SFA tool take out of your selling week?
Do they really forecast based on the tool?
What if the forecast isn't good enough?
What if you "paint a rainbow" in the SFA (sales force automation) tool?
How long before your misrepresentations catch up to you?
What if you fail to use the SFA tool, but make your numbers?
Can you trust the SFA to direct your daily activities?
What would you like to know if you were in charge?

Who should attend

Sales personnel (both internal and external), and sales management. Also, financial management needs to be available to re-enforce the importance to the attendees.

Duration

This interactive workshop is usually presented in 2 -3 hours. This workshop may be followed by internal "practice" on the company's chosen SFA tool.

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