The Right Stuff for a Liberated Salesforce

Topics:
CRM,
Sales Force Design
Tags:
Advertising & Promotion,
Salespeople,
Salesforce.com Inc.,
Sales Force Management,
Sales Force Automation (SFA),
Sales,
Marketing,
Enterprise Software,
ECT News Network,
Customer Relationship Management (CRM),
...
Source:
ECT News Network

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Overview: Salespeople watched in frustration as rigid data entry routines were imposed on them and number crunching became the norm. It is no surprise that traditional selling solutions that force salespeople to report on their progress rather than engage prospects continue to suffer from low user adoption rates. Sure, there are dozens of CRM (Customer Relationship Management) and SFA (Sales Force Automation) solutions claiming to improve the lives of individual salespeople. But a look under the covers shows that they are focused on contact management, reporting and forecasting - activities much more important to executive management than everyday salespeople. In fact, these solutions tend to add more work for salespeople and keep them from doing the most important part of their job - actually selling.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Date: Feb 2006 | Pages: 3

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