Sales Force Automation White Papers
Maximizing the Adoption of Sales Force Automation Solutions
Overview
Given the constant pressure to shorten sales cycles, boost win rates, and achieve higher
revenue goals, increasing numbers of organizations are implementing sales force
automation (SFA) solutions. These solutions enable sales departments to create an
enterprise-wide collaboration platform that links all members of the sales team,
providing field and telesales representatives with fast and easy access to the specific
set of information they need to optimize their individual performance.
To fully realize the benefits of an SFA solution, however, organizations must ensure
that it is well accepted by the entire sales force—not an easy task given the individualistic
nature of many sales representatives. If the wrong SFA solution is chosen, or if the
implementation of the solution is poorly managed, sales representatives may view it as
“Big Brother”—a system that limits their flexibility and productivity and does little to
help them close more business.
| Publisher | Siebel Systems | File Format | PDF, requires Acrobat Rdr 5 |
|---|---|---|---|
| Date Published | January 2003 | Downloads | 105 |
| Format | White Papers | ||
| Topics | |||
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