Whatever system you have, there are different kinds of classes—take them! While in a perfect world you could use a system just by looking at it and it would be totally intuitive, until Apple gets into this market, you will have to take training. 9. Have experienced SFA users do one-on-one training sessions. I've found that many users of SFA systems are, for the most part, just intimidated by a “new system.” Sitting down with them for a couple of half-hour sessions, to show them just a few useful tips, is enough to get them over the main first hump. 10. Evaluate a mobile smartphone version of your SFA system. Would SFA on Blackberries/iPhones make it more accessible? Especially for salespeople on the road who have little time to update things on a laptop, this can be an easy way to give them access to make small, yet important, updates or to access data in the system from anyplace at anytime. Remember, it's not just the responsibility of the software you choose to make you successful, or the sales reps themselves. The CEO bears the most responsibility here in also using it and staying committed to doing whatever it takes to help the company embrace it and use it effectively. Sell - don't command - people on the value and vision of what it will be like to have it embraced! Who's Responsibility Is Adoption? Ultimately, it's not the responsibility of the software you choose to make you successful. It's also not the sales reps' responsibility or sales managers, although they of course are very important to adoption. Who bears the ultimate responsibility for successfully deploying and adopting a sales system? The CEO (or business division leader). The teams will follow the CEOs lead: if you use your sales system, the company