Monthly Archive: October 2010

My first experience with Sales Force Automation was when a VP of Sales asked me to make it work for his people. As with most important challenges, he indicated I had very little time for this change. I knew this demand would be an obstacle to diagnosing the real problem so I decided to buy myself some time. I went to his top three sales people and asked, “If they could change just one thing about the system, what would it be?”

One major reason for lack of usage is lack of training, though training has to be applied at the right times. Training is best when an employee first joins the company, not when some other issue has prevented the acceptance of the SFA and become an excuse for why it isn’t being used according to your company policy. So if you want the bear to ride his bicycle in the circus, it’s worthwhile asking if the bear is trained.