In business to business sales, it is key that the sales consultant understands the full value of the Return on Investment for the purchaser. There are beautifully designed models which clearly indicate the financial savings that will create bottom line advantage for the purchaser. We do it too. When selling Time and Attendance and Employee Self Service there are very clear savings, with T & A the key is better control reduces costs, and with ESS there is significant time saving . We have done calculations on ESS that a 500 employee company can save upwards of 12 man months per year, by implementing ESS. Terrific! But the question is what do you do with that time. A strong selling point for most people management solutions is that it allows the management to become more strategic, as the software solution reduces the administration overhead. And it does, in some companies, but when it doesn't, there are reasons. Some are: A lack of forwar...
Its just my opinion.... Sharing thoughts, experiences and insights on business issues (and a few personal ones too)