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A great salesperson often makes all the difference in a software sale. They ask all the right questions at the right time and seem to value the relationship, listen to your needs, and have all the right answers. But you aren’t buying the salesperson. You’re buying the software.  

How do you look past the salesperson and ensure the sales effect doesn’t cloud the ERP selection process? We’ve outlined several helpful steps below: 

1. Take the emotion out of the ERP selection process. 

Decision-making can be clouded by emotions. Executives get impatient with bumbling sales reps and write their solution off too soon. Sometimes they get swept up in a charismatic sales pitch. Instead, it’s important to focus on the data, the features, and direct benefits of the ERP to avoid making hasty decisions. Focus on the software, not the salesperson. 

2. Focus on getting to the real solution. 

An initial demo might not cover all the ins and outs of an ERP system. Repeat demos and “do-overs” are often necessary to fully understand the software capabilities from all vendors. Sometimes this helps provide a clearer picture of what each ERP solution offers, and it also gives organizations a chance to get additional questions answered. 

3. Focus on specific use cases from references.  

Instead of hearing how an organization feels about support, ask for specific use cases that align with your organization’s needs. By understanding how an ERP software has helped other organizations resolve specific challenges, you can better gauge its relevance to your operations. Use cases should focus on specific unique requirements your company has that other organizations have addressed.  

4. Develop a scoring process 

Setting up a scoring method will help you focus on the solution—not the salesperson. Focus on what is important and establish weighted criteria ahead of time. This way, you’ll have facts backed by numbers to help you with the ERP selection. This will also help you stay organized and document what’s important as it’s easy to get bogged down weighing all the options. 

Another note for the ERP selection and implementation process: Give software company executives face time with your executive team. This will pay dividends later if you’re ever in a bind. An established relationship can lead to faster and more effective solutions down the road. 

Bottom line: The salesperson is not the ERP solution. When choosing an ERP software, the focus should always be on the solution’s alignment with business needs.  

At Trenegy, we help organizations select and implement fit-for-purpose ERP solutions for long-term success. To learn more, email us at


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