Sales and Marketing Automation Technology Implementation Best Practices


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Implementing new technology in the workplace is stressful often resulting in productivity issues.

However, many complications can be avoided if you take the proper steps.
To smoothly integrate new technology, follow these four guidelines:

  • Understand exactly what you need from the new hardware or software
  • Know what options are available
  • Create a plan to implement the switch
  • Set up a support system to prepare for potential disruptions

What Do You Need From Your Sales Automation Software?

A recent SBI study revealed that 78% of businesses have the wrong sales strategy. Many times these ineffective strategies are based on poor software solutions. Examine your situation and determine your current technology’s shortcomings. Focus on sales software with poor customer support and cumbersome interfaces. Data security and training options should also be important factors in choosing automation software.

Understanding why your software isn’t working will identify what you need in a new solution.

Learn About Your Options

Based on the evaluation, compare vendors and determine who offers the best solution.

Some things to consider:

  • Make sure your vendor can support your business via online and in-person support.
  • The software should offer the specific features you need including customization options.
  • Make sure you aren’t paying for more features than you need. 
  • Be aware of long ala-carte feature lists that hide hidden implementation “add-on” costs. 
  • Even the best product is a poor investment if you won’t use most of the features.

Plan for the Switch

Begin your research early: read articles, get referrals and consult with advisers. Have a contract prepared up to a year in advance of your software expiring.

When it comes time to make the transition, set aside time for implementation.  Perform the switch during off hours such as a weekend or holiday.  Give your IT team ample time to get everything running safely and correctly.  It’s better to do it right than to rush and lose all your data.

Be Prepared for Disruptions to Your System

Getting used to a new system and retraining employees takes time.  Research shows that only 40% of companies that implement new software will achieve a meaningful user adoption rate. Be patient.

Inform customers of potential delays while implementing your software. Make sure you tell them how the software will benefit them in the future. Consider planning some overlap time between the two systems until everything is running smoothly.

Utilize a Support System

Technology companies should offer customer support through chat, phone or even customer forums.  Check in frequently with your vendor to get the most out of your software. If you are having problems, your IT partner should offer speedy and helpful service.

Adopting new technology doesn’t have to be a headache.  Take the proper precautions and watch your business improve with its new capabilities.

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Republished with author's permission from original post.

John Staples
John is an industry thought leader with more than 25 years of business experience, including B-to-B field sales, sales management, and sales operations. John has delivered results for companies such as: ConocoPhillips, Ryder, Tekelec, Telcordia Technologies, United Site Services, Sparta Systems and others.


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