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1/9/2008 9:06 PM

	sarbjit
21 posts

IMPLEMENTATION:Sales force management system

Hi,

I have to implement an Sales force management system for healthcare industry. I have to provide the tools to salespersons like their tour planning and daily call report.Salespersons have to visit doctor,dealers and chemists to take orders for the products.

Vendor has already developed web applications and provided a prototype. I have to ensure that everything is taken care by that application.

I was not the part of any of meeting that had between vendor,Business person and my manager.I have got SRS from the vendor.Now I have to give confirmation that everything is covered up.

Somehow I get opportunity to meet Business person ( Marketing team) tomorrow. I have prepared some of the question to be asked from him as below.

1) What is your CRM strategy?

I guess this is broad question which will cover all the small questions like What information is needed? What are the goal(s) and the purpose?Who will have what information?.

any suggestions what else should be done for successful implementation of Sales force management system?

Regards, Sarbjit | Jr. Business Analyst

1/9/2008 9:29 PM

	Adrian M.
765 posts

Re: IMPLEMENTATION:Sales force management system

Hi Sarbjit,

From your post, it seems that your company is evaluating a ready to deploy solution from a third party vendor. Most of these vendors create their software so that they meet 80% or so of the requirements for their typical customer. What you need to do is find out what are the specific needs of your company and sales team.

What I would do, if possible, is sit down with the business stakeholders (preferably, the actual sales folks, their managers, etc.) and ask them what are their business needs, what are the current processes they follow, what are their biggest problems that their are trying to solve. I would documetn all these findings on my own SRS and then compare with the features supported by vendor's product.

When you said that the vendor gave you the SRS? What is that? Did the vendor previously interviewed your company's stakeholders and documented the business requirements? If yes, then you might want to review that SRS with your business folks to verify that nothing is missing and have them sign-off on the document.

Hope this helps!

- Adrian

Adrian Marchis
Business Analyst Community Blog - Post your thoughts!

1/9/2008 9:49 PM

	sarbjit
21 posts

Re: IMPLEMENTATION:Sales force management system

Modified By sarbjit on 1/10/2008 12:50:34 AM)

Hi Adrian,

You are absolutely correct.We have third party vendor and they are going to customized the web application on internet(software).

As per you suggestion, I have to sit with actual salesperson and their manager to get the actual picture of business needs. Sorry I forgot to mention this is first initiative of our company for that segment market.They don't have any current process.

So what should I do now?

Regarding Vendor SRS,You are right.The vendor had already discuss the business requirements with us ( my manager and Marketing team head).I have functional specification given to vendor but that is not much impressive.

So that why I am going to sit with Business person ( Marketing guy).

Regards, Sarbjit | Jr. Business Analyst

1/9/2008 10:48 PM

	Adrian M.
765 posts

Re: IMPLEMENTATION:Sales force management system

Since the SRS from the vendor is supposed to contain all the requirements, you should do a walkthrough with the business stakeholders in order to have them review that the SRS contains all their requirements. Listen to their comments and document any questions, issues, or concerns they may have.

It sounds to me like you need to sit down with your manager and clarify expectations. Many Jr. Business Analysts seem to be scared to talk to their manager. That's why he/she is there - to provide guidance. Ask him/her what are the expectations and what he suggests you do next.

Asking questions of your manager does not mean that you don't know what you are doing, on the contrary it shows that you care about his/her opinion and that you want to ensure that any expectations that currently exist are taken into account. So, sit down with your manager and find out his opinion/assumptions on:

The state of the SRS document : Is it complete? If no, to whom will you provide the feedback? Who will give the sign-off?
Who are the stakeholders: the SRS document should contain this already but you need to find out who the key players are: end-users, project sponsor, decision makers, etc.
How much money is the company willing to spend on enhancements? Is there a limit?

- Adrian

Adrian Marchis
Business Analyst Community Blog - Post your thoughts!

1/9/2008 11:58 PM

	sarbjit
21 posts

Re: IMPLEMENTATION:Sales force management system

I had talk with my manager. He told me to "ensure everything mention in requirement document should covered in SRS" thats all.

Regarding other questions:

The state of the SRS document : Is it complete? If no, to whom will you provide the feedback? Who will give the sign-off?

I have to give feedback to my manager only. He is going to sign-off on SRS.I think as decision maker.

Who are the stakeholders: the SRS document should contain this already but you need to find out who the key players are: end-users, project sponsor, decision makers, etc.

Marketing person and my manager ( as I asked him). The SRS document doesn't contain about this.

How much money is the company willing to spend on enhancements? Is there a limit?

According to him , there will be no need of enhancements of the system.System is covering all the aspects of our requirement. So there is no question of enhancements budget.

any suggestion please.!!!!!!

Regards, Sarbjit | Jr. Business Analyst