Sales Force Automation - Here and Now
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TL;DR
This work states that field sales automation requires more than just providing portable computers and related software for salespeople to use, it requires a network of productivity tools to speed up a salesperson's administrative tasks, while simultaneously increasing productivity and face-to-face selling time.
Abstract
AbstractAutomating the sales effort is a significant task, but holds tremendous potential to affect a company's bottom line through increasing salesperson efficiency and consequently increasing gross revenues. While field sales automation is expected to grow rapidly in the next several years, automating the sales effort requires more than just providing portable computers and related software for salespeople to use. It requires a network of productivity tools to speed up a salesperson's administrative tasks, while simultaneously increasing productivity and face-to-face selling time.