White Paper - 'Real CRM/SFA Success' by Michael Meltzer
07/03/2006If we accept that the technology for the SFA solution is sound and the software does work then what can be the problem? It must be the people tasked with using the SFA. Who really wanted the SFA solution? Was it the sales and service teams at the sharp end? I don’t think so.
Senior management faced with the tumultuous changes over the last decade have attempted to ensure higher profit margins in various ways: reengineering, downsizing, cutting costs, outsourcing, sweating assets and of course attempting to make their sales efforts more effective. The investment in the whole concept of CRM in the eyes of senior management is based on improving the bottom line and their own tenure.
People issues are still not easily addressed in a technology and process driven model of the world. But new ways of helping sales teams improve their methods; their relationships and productivity are appearing. There is still no silver bullet but if you can actually get some of it right – you have a chance – so read on.
To read on please download this free document
