Before You Sign, Ask These 7 Questions

A sales force CRM should not be judged during a meeting-room demo. It should be judged on a Tuesday morning, standing in a store aisle, with three minutes in front of a department manager and a network connection that does not work. That is when you find out whether it will actually be used or end up on the list of tools your sales reps work around.

This guide brings together the 7 questions asked by companies whose projects have succeeded, formulated so they can be asked directly to any software vendor on the market: field usability, offline mode, tool consolidation, multi-channel management, visit prioritization, configuration autonomy, and deployment support.

In this guide, you will discover:

• How to verify that the tool is genuinely usable while standing in a store.
• The questions to ask about offline mode and tool consolidation.
• How to assess the management of your different sales channels and visit prioritization.
• The warning signs to look for in a vendor's answers.