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Don?t think of the accounting software or ERP (Enterprise Resource Planning) sales rep as only a sales person. The good ones can actually provide you with a great deal of valuable information and provide tremendous assistance with finding quality accounting software that meets your needs and your budget. As a general rule, a good accounting software sales person is much more of a consultant than a sales person. This is certainly true when it comes to assisting you with a needs assessment. After the initial call with a vendor, their systems consultant will likely want to schedule a needs analysis.? Make sure you are ready by visiting www.accountingsoftwaresuccess.com and reviewing our library and selection tools.?? You will have a better idea of whether this consultant is knowledgeable or just selling to you.??
With this step, the Accounting software consultant is basically looking for what your issues and needs are. This presents a position from which he/she can demonstrate how their solution?s features and benefits address your needs.? A good sales rep will offer a solution, not sell a product. From your stand point, however, the sales person or consultant is assisting you with determining your needs for a system. This can be extremely valuable to you in picking the right system.? After going through the process, you should have a much better understanding of exactly what you should be looking for.
You certainly should be concerned if the Accounting software sales rep does not perform some type of needs analysis. How do they know if their system will meet your needs or correct problems for your organization if they don?t know what your needs or problems are?
A typical accounting software needs analysis is going to start with questions on how you currently handle your accounting system needs. This might be termed the ?current state?.? The next logical questions will be ?What do you like and don?t like about the current process? or ?What improvements are you looking to make?. The rest of the interview will cover specific features or options you may need, systems you may need to interface or integrate with, or specific reports you may need. Questions related to budgeting and the approval process will likely follow as well.
It?s a good idea to write down the needs and problems that are uncovered through these interviews. It?s possible that a good consultant, i.e. sales person, will be able to uncover needs and problems that you were not previously aware of or had not given much thought to.? ?On accountingsoftwaresuccess.com, we provide a library of articles to assist with all aspects of accounting software.? Please refer to the Implementation Roadmap, the Accountability Survey, and Determining Your Accounting System Needs for further ideas on this subject.??
When you actually see an accounting software demo of the product, make sure you are shown the capabilities that meet the needs that were established during the needs analysis. If you need a specific type of report or certain functionality, make sure these options are shown to your satisfaction during the demo.?? You can also use this information in the Accounting Software Selection Tool on www.accountingsoftwaresuccess.com.? This will generate a report comparing different software vendors and how they meet your needs, saving your much time in doing research on different vendors.
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