Ensuring a Successful Sales Organization: Aligning Sales Methodology and Technology

Topics:
Sales Force Design,
Sales Regulations
Tags:
Customer Relationship Management (CRM),
Enterprise Software,
Sales,
Sales Force Automation (SFA),
Sales Strategy,
SFA,
Software
Source:
RightNow Technologies

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Overview: Today, numerous SFA vendors offer tremendous functionality. Buyers even have a choice of implementing the software on premise or choosing hosted applications, which can dramatically reduce implementation times and total cost of ownership. Still, a barrier to realizing the full benefit of SFA has been that technology works best when applied to a repeatable process, and most sales organizations have been unable to codify how they sell. This paper provides guidelines for choosing SFA systems, describes how a sales process can improve input, and suggests implementation approaches to accelerate the acceptance and benefits of SFA.

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Format: PDF | Size: 275KB | Date: Oct 2004 | Pages: 14

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