How Automating CRM and Creating Shared Sales Processes Transformed a Force of Many Into a Team of One
- Topics:
- Assessment,
- Sales Force Design
- Tags:
- AME Info FZ,
- CRM,
- Sales,
- Sales Force Management,
- Sales Process,
- Sales Strategy,
- Team
- Source:
- AME Info FZ
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Overview: Traditionally, sales organizations have fostered a spirit of 'friendly competition' to motivate their sales force, tying their incentive programs and territory allocations to individual achievement. While competition can be a strong personal spur, this traditional model may not be the most efficient way to sell, especially in highly competitive industries with complex products. A prudent sales organization will motivate its sales representatives to exercise judgment when evaluating an opportunity and choose the most cost-effective sales channel. This article discusses in detail how automating CRM and creating shared sales processes transformed a force of many into a team of one.
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Format: HTML | Date: Jul 2003 | Pages: 1
