Pilot projects with clear success criteria

How to find out in six weeks whether a field sales app holds up.

6 min read

Many software rollouts fail not because of technology but because of unclear expectations. A pilot with success criteria defined in advance turns a gut feeling into a decision.

Define before the start

• Who takes part: 5 to 10 people from the field team, plus management and inside sales
• What is measured: for example after-hours work per day, visits per week, queries per order
• How it is measured: baseline before the start, comparison after four to six weeks
• Who decides and when

During the pilot

Short, regular feedback rounds help more than one big final survey. IT, data protection and the works council are involved from the start, so you don't wait months for approvals after a successful pilot.

At the end

The before-and-after measurement is the basis for the rollout decision. If the criteria are not met, that is also a result that saves money.