“We built a great system, but the salespeople refuse to use it.” That is an actual quote from a CIO who sat on a panel about sales force software at an industry event in 2008. I haven’t seen the system that they built, but it certainly failed because either the benefit to the salespeople was too low or the pain in using the system was too high. These aren’t absolutes, they are really a continuum which we refer to as the Pleasure and Pain continuum. It’s not rocket science; you simply need to make sure that the benefits to the users outweigh the friction the system generates for them, and if not, then don’t bother moving forward with the system because it will be a waste of money, time, and goodwill. The key to ensuring that the system provides enough benefits to the sales force is to get their skin in the game early on in the process.
OrderPad Software
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