Question

2) What are the steps in finding and training an adequate sales force? In your opinion which step is most important and why?

Answer 1

Recruit champion director. You need a c-level executive who understands why it is important to implement Salesforce, and has the authority to shift resources if required to complete implementation. The last thing you want is to delay implementing because management will not give time for it to be allocated. Get an executive who supports the project until you run into a challenge or need help.

Make sure you start with your desired sales process and then work backwards towards mapping your implementation towards it (as opposed to mapping your sales process towards implementation). If not, keeping Salesforce up-to - date would be a drain for the sales team because it doesn't suit their workflow

Share the overall vision and goals with all concerned (generally referred to as project stakeholders or just stakeholders). One of the best motivators is to define why you're doing this. Help the sales team see the bigger picture of a more effective selling cycle and a better run pipeline beyond the challenge of learning a new program.

Carry out weekly stakeholder meetings to ensure progress is made in the implementation process and to address any problems that may arise. This meeting doesn't have to be long or laborious (it will work 30 minutes). Email an agenda in advance to all stakeholders and then spend the meeting discussing problems and making decisions. Devote time and money to educate the sales staff properly on how to use Salesforce. This involves understanding Salesforce 's principles as well as how the product can be used by the business in particular. Training can take various forms like a course, a class, a book or an online guide etc.