CATEGORY

Contemporary sales organizations are spending billions of dollars and Euros on sales technologies with the objective of streamlining sales processes and enhancing sales force performance. This book is concerned with how executives can effectively manage a complex and costly sales technology initiative in order to get the most out of it. A variety of sales technologies exist such as CRM software, mobile SFA applications, contact management software and territory planning applications, to name just a few. In spite of the amount being invested in such technologies, however, few organizations can claim to be enjoying performance improvements. Most are struggling to gain salesperson buy-in and are failing to realize the intended return on investment. This outstanding book details how such technological applications may cause stress for the sales force and disturb customer relationships. In particular, the author begins by providing the reader with a detailed discussion on the various technologies that are being used by sales organizations. He then examines the factors that can lead to effective sales technology implementation and the pathways from using the system to salesperson performance. Next, it offers several methods that executives can use to calculate the performance impacts of such investments. And finally, it provides executives with a set of managerially-relevant guidelines on how sales technology implementations should be managed.