Buying a sales force automation (SFA) software solution can be a challenging process. There are hundreds of vendors to evaluate, and thousands of features and functions to choose from. Here are some quick tips to help you select the SFA software package that will best meet the needs of your business – without breaking your budget.
Outline the problems you are trying to solve or the goals you are trying to reach with your SFA software, and ask your primary user base – your sales staff – what tools they need to perform their jobs more effectively.
This will help you better understand your requirements, so you can determine which features must be included in the solution you choose.
Asking pointed, detailed questions about products and their capabilities during your initial vendor interviews can help you quickly weed out those SFA software applications that don’t offer what you need. The providers that do meet your criteria should be asked to conduct an in-depth demonstration, preferably a customized one to illustrate how the solution will support your specific sales processes.
Additionally, the SFA software vendors on your “short list” should be subject to a more stringent background check that includes a thorough review of financial history, and discussions with some customer references.
Demos provide only a small piece of the overall picture. In order to understand how a SFA software solution will really work, you’ll need to try it out for yourself. Ask the vendor to let you install and use the application for two or three months, so you can get a feel for how it will operate within your environment. Involve your users and solicit their feedback throughout the trial. Although this won’t guarantee success once you go into production, it will be far more telling than a demo alone.
Negotiating a huge discount on your SFA software package will not be easy. But, there are plenty of ways to make sure you get the most value for your money. For example:
It’s important to remember that while price is important, the number one priority is to find a SFA software solution that includes the features your company needs. Even though it is a time consuming process, the right SFA software can really boost your sales processes. To find out more about SFA products be sure to check out our Top 10 Sales Force Automation software report.