Sales teams need to take a proactive approach with SPM integration

When it comes to upgrading and implementing new technology, the task is often handled by an IT department within the business, as well as the software vendor itself. In the case of sales performance management (SPM) software, the sales team may actually have little involvement – an approach to integration that may be a critical mistake.

An organization that really wants to take control of SPM implementation needs to be involved with the process from one end to the other. Sales managers should start learning how to operate these systems from the outset of the integration project by initiating training programs as early as possible. Every company has its own unique processes and strategies, so by involving sales teams from the outset, businesses are best able to internalize new software solutions.

Successful integration of new technology relies on intimate knowledge of the operations and software being adopted. Getting sales teams on board with software as soon as possible brings a lot of value to the table.

When companies work with vendors to get systems implemented, they are able to effectively shorten integration times, ensure that sales teams are aware of the advanced features and function of solutions by working directly with vendors and better come to terms with the platforms.

It's also important for businesses to remember that adjusting to new tools and software platforms requires time. Many companies invest in SPM as a means to save time – by automating and streamlining tasks, these solutions can free up hours of time for sales team members each week. However, that's only after successful integration. Learning these new systems, even when collaborating with vendors, can take time.

Don't be afraid to allocate the appropriate amount of time to learn these solutions. They might come with a learning curve, but once a sales team becomes familiar with the technology, it will be able to fully realize the benefits.