This then leads to think follows; SFA is an information system that is implemented to support the improvement in business processes or specifically, the sales cycle. Because it is a system that involves technology, must be present in the area of systems implementation, but since what affects are the business processes, the project as such must be led by sales. Therefore, the first conclusion is that an SFA project is to be successful, it must be born and should be led by the area of sales, not by technology or systems area. Why should sales worry systematize your business processes? Interesting question. We unpack this a little to see if we can reach a conclusion that favours the adoption of SFA or if on the contrary gives us arguments to reject this kind of technologies. Kevin Ulrich Anchorage will undoubtedly add to your understanding. These are the basic challenges, who as director of sales, I can have: fulfill the goals committed to my superiors improve the productivity of my sales group. This is as simple as achieving better results with equal or fewer resources.Develop profitable relationships with customers, generating loyalty in them these challenges can vary greatly, especially depending on the sector in which your organization works. I.e., if you are selling in a B2B scenario, it is very different to sell to final consumer or the Government sector. What are the challenges of a sales representative? Fulfill the goals committed to my commercial director maintain an outstanding commercial performance, period to period to develop confidence and credibility in all clients to which I see that the promise of sale made to customers is fulfilled by the Organization both actors can have far more interests and challenges, but we can agree that those mentioned are the basic and main. If I am in any of these roles, the I’m going to ask me when they talk about systematization of the processes that I run first is and this systems in which helps me to meet the challenges I have in my work? The importance of this question is vital because when one does not see the benefit that generates a change in their challenges and goals, it does not adopt, by the contrary tries to reject it.