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Twenty years ago if you’d polled a sales force on the future of sales automation, you probably would have been met with rather frightened stone silence. Salespeople saw their jobs completely disappearing, replaced with computerized selling and purchasing systems that required no human intervention whatsoever. And it was certainly imagined and even tried by some: ...

Traditionally CRM solutions are sold to company management, with promised benefits such as: improved productivity, ability to make more with less, shortened sales cycles, increased close ratios, eliminated competition, and improved margins. Obviously CRM benefits should be demonstrated to management—in the end it will be management that will cut the check for CRM purchase. But ...

Throughout the years manufacturing has taken efficiency to a fine art. Precision metrics throughout a manufacturing system measure efficiency at every stage, providing real-time feedback with which to accurately gauge quality as well as quantity. Problems can be anticipated long before they happen, materials needs can be constantly satisfied and the process can be consistently ...

Personnel turnover can be rough for any department in a company. When someone departs they often do not leave a complete job description and list of duties behind so that a new person can just come along and take over. Then there is the downtime between the point at which the old employee leaves and ...

When CRM solutions first came on the market, they were much of the time an afterthought. A company and sales force were more or less operating on some kind of established pattern of sales, and the CRM application came in after the fact. CRM did little to nothing to actually enhance business and sales processes—it ...

We are truly proud to be a part of the Pioneers Festival 2013. Pioneers Festival is a smarter SXSW event for entrepreneurship and innovative future technologies. Attendance at Pioneers Festival puts you in front of a large number of many influential people from your business for a short space of time. Do not waste it! Try ...

Instability and turnover within a sales force can be one of sales management’s worst nightmares. When a sales rep resigns, it leaves a hole that must be rapidly filled. And it’s not like someone can just walk in and take over where the old rep left off: even the new (although experienced) salesperson must learn ...

It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ...