There can sometimes be a lot of pressure on management to ensure users participate in new software trials. It is after all, management who have green lighted the move to trial and therefore their financial responsibility. It is of course in their best interest to get users engaged in the software and adopting the technology.
But whilst there are best practises in making sure this happens (constant dialogue, review sessions, updates etc) the software should encourage user interaction by providing a helpful platform that genuinely improves work flow and solves problems previously highlighted by the sales team.
It's a mixture of the two that makes an implementation successful. When it comes to automating sales intelligence, we can not make up the news (although I can try and get this site aggregated as much as possible!) but what we can do is show the value of the technology, proving the concepts that would make a sales team want to come back and use the software again and again.
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