CRM/SFA: Selection & Implementation

The Process

1. Diagnostic Assessment: Focus America starts by learning about your business, structure, goals, and gaps. The deliverable will be a documented and customized action plan for selecting and integrating your CRM/SFA.
   
   
2. Selection: Based on the diagnostic assessment, as well your company's budgets, a CRM/SFA tool will be selected. Focus America is familiar with many of the CRM/SFA tools in the market, including: Salesforce.com, ACT!, Goldmine, SalesLogix, Selltis, and many more. If we don't know of a tool and it's of interest to you, we will investigate it.
   
   
3. Build the Sales Roadmap: Focus America will modify the Sales Roadmap exclusively for your organization, including setting the criteria for each stage and defining the steps and processes to move from stage to stage. The deliverable is a documented manual describing the steps for selling in 'your organization'.
   
   
4. Customization of Sales Technology: Once completed, we will build specifications and work with you to integrate the Sales Roadmap into your SFA/CRM platform.
   
   
5. The Monthly Monitor: Like all our solutions, we want to set objectives that we can measure. For the CRM/SFA tool, we will work with you to establish adoption rate goals.
   
   
6. Training: To ensure the sales organization (including management) understands how to use the CRM/SFA tool properly (with the Sales Roadmap), on-site OR on-line training will be facilitated.
   
   
7. Managing for Success: Like everything we do, we don't just build a plan…we stick around to make sure it's working consistently to deliver what's expected. For 3 to 6 months we will host monthly meetings to compare results vs. expectations set, and then make any required changes.
   
   
8. 1 -On -1s: Once the initial training is complete, re-enforcement is key! That's why Focus America individually audits each person's CRM usage once a month, and hosts formal 1-on-1 meetings to address specific areas of improvement. We recommend a minimum of 3 months training in order to bring everyone up to speed.

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