In order for any software system to gain acceptance in an organization, it must first overcome the disadvantages identified and, loudly, decried by detractors of change. Haag et al, and Cognos offer some of these negatives and this tip provides some thoughts on how to overcome them.
Detractors claim that sales force management systems are, for example:
Difficult to learnRequire additional work inputting dataDehumanize a process that should be personalRequire continuous maintenance, information updating, and system upgradingCostly to facilitateDifficult to integrate with other management information systems (MIS)Some of the negatives are typical of change-resistant tendencies of human nature and can be dismissed as such. However, care must be taken to ensure that eventually, every user of such a system must embrace it in order for the deployment to be successful. Cognos promotes a concept of the BI Competency Center as a way to put developers and users together to ensure efficient, embraced, and repeatable deployment of BI systems.
Other of the negatives are just plain wrong! There is no way that an automated, web-based reporting structure takes more of a salespersonís time than a manual report. If it does, such hand-prepared reports are probably shallow and worthless to management. Integration of automated SFM tools, if acquired from the right vendor, already have the hooks built in that make compatibility with legacy MIS systems relatively easy.
The final, and most salient of the detractions is cost. IT, especially BI is expensive, but so is lost profit on poor sales performance. If a company desires to embrace the concepts of performance management, then the return on investment (ROI) is substantial. There are many independent sources that discuss measuring ROI in a BI deployment, check them out and the underlying value of such an investment will be compelling.
Now one of the top on-line publishers in the world, LifeTips offers tips to millions of monthly visitors. Our mission mission is to make your life smarter, better, faster and wiser. Expert writers earn dough for what they know. And exclusive sponsors in each niche topic help us make-it-all happen.
The Performance Manager Hand Book
Get your free copy of the new Cognos book for performance managers. Learn how to find the performance sweet spots in your department from the Executive Suite to Finance, HR, Marketing and more.