The 1 common mistake companies are doing while considering a technical solution

 

Based on a Solid Background of Experience

I have spent about 7 years implementing business management solutions from ERP, CRM, to Data Analytics and Dashboards, in different industries, companies, and countries. In which I have been part in HR, Finance, Procurement, & Sales business and gap analysis, implementations, customizations, and customer service.

Fortunately, I have realized that organizations and management understand well the need and importance of leveraging on technical solutions especially with today’s big-data trend. They look forward to benefiting the luxury of taking decisions based on data driven analytics rather than guts and intuition. But what’s happening on the ground is a different story.

The Common Mistake Done by Almost All Companies

Surprisingly, I have noticed one common thing that companies were doing wrong, and it was the following: they are depending only on the mere expertise of the technical/functional person behind the project; and cross fingers this person is experienced enough to understand the business, the company’s vision, the strategy, the pain, and the key values.

Few were the business managers who believed that it’s not always healthy to implement the exact methodology already followed by the company; and it’s not always about turning the current managers’ thoughts into mere technical parameters. 

A Successful Project Needs Proper Calculations

The truth is, implementing a successful project begins with efficient business study, analysis of the current methodology, and re-engineering /building what’s needed, with the right consultants and experts before even creating a single user on any tool.

Today, Sales related products are various, undoubtedly necessary, and competitive from ERP softwares, to CRM solutions, to Sales Cloud applications, and Data Analytics.

3 Things Any Business Manager Should Avoid:

  • Re-implementation of the system, too late after reaching the final phase of reports/dashboards and realizing that they do not answer the business leaders’ initial and most important questions.
  • Regretting the solution choice, too late after realizing that the product does not solve the company’s certain pain, or fit the company’s structure and sales model. 
  • Loss of a decent amount of money and time spent without proper direction.

The one and only homework to do before acquiring, updating, or even attending any product demonstration should be the following:

“Have a clear Sales Strategy, effective Sales Methodology, 

and healthy Sales Organization to get the best ROI

and efficiency out of any planned acquisition. “

Remember, IT is an accelerator of momentum, not a creator of it. None of the good-to-great companies began their transformation with pioneering technology, yet they all became pioneers in the application technology once they grasped how it fits within.

Conclusion
As Shakespeare said “The fault lies not in the system but in ourselves.”
We need to build the foundation first, choose the right product and implant a culture before implementing it.

How HEED is helping our customers

For 6 years now, HEED has worked with many organizations and was successful to solve their challenges with its solid experience in sales combined with a thorough understanding of technology, to bridge the gap and help them achieve a successful implementation.

Coming from a scientific mindset, we believe that 80% of solving the problem is by understanding the problem. Thus our approach and action plan is based on a key element of our policy, which is developing a complete understanding of the challenges, requirements and situation of our client, leaving no stone unturned.

Whether you have a technical product in place or you are in the process of implementing a system, HEED will assist you in developing the foundation, the objectives, and milestones properly linked to the solution.

If you are facing such challenges or any other uncertain sales challenges, and interested in optimizing your sales performance feel free to contact us, or directly respond to norma@logicshape.com.

Senior Consultant
norma@heed-mm.com
A subject matter expert specializing in the study of technology and digital implementation in the area of sales and marketing. As a senior consultant at HEED, she successfully covers a broad spectrum of application areas following best practices and data-driven analysis of integrating science into the art marketing and business growth.

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