This E-Book, The Technology of Sales Automation, explains how it is possible to get proactive and valuable assistance from a computer that has been programmed with basic information about how sales transactions progress and evolve through the sales cycle. Download
This part is called “Understanding the Opportunity,” and it’s predominantly sales methodology. It represents a third of Sales Automation Done Right, and if you are in any way involved in applying technology to your selling environment, you should find it interesting, and maybe controversial.
Part 2 discusses the topics of territory, account, contact and sales cycle management. When I wrote this material I was looking at the issues facing the sales manager and how he or she might be setting up a new CRM system. The competencies definitely are a good starting point.
Part 1 talks generally about SFA, what it is and how it relates to CRM. It discusses the impact of CRM and SFA on the company and the people within it, and how it affects and changes company culture. There is also an illustration of the natural steps that organizations follow in adopting technology to solve operational and process pains, and how to fast-track the final solution.