Salespeople are rapidly becoming inseparable from their computers. A major impetus to business productivity has been through technologies that enable salespeople to work anywhere, and at any time. The ongoing challenge for sales automation is to leverage computing power to improve on sales effectiveness.

Sales Automation Done Right describes a proven approach for driving up the performance of the sales team through technology. It stresses the importance of sales methods that respond well to technology, and shows practical step-by-step examples of methods that have been proven to work. Emphasis is on the computer’s ability to assist with managing their sales opportunities, steering salespeople toward the most effective strategy to close more deals.

The sales methodology described in the book has been used by sales teams in many organizations, large and small, through the past ten years. The ideas have been refined and tested over thousands of sales opportunities in a host of different markets. The method presented in Sales Automation Done Right is now also part of the Advanced Professional Sales course taught at the University of Connecticut School of Business by Dr. Mary Caravella.

Anyone with an interest in applying technology to sales will find something of value in these pages: business executives, sales and marketing managers, sales administrators, and the important link in the chain, salespeople the world over.

• Reviews Sales Force Automation (SFA) in the context of its contribution to the processes of CRM technology
• Demonstrates how sales automation should follow the core competencies that determine structured organization of the selling experience
• Shows why good sales automation should be driven by sales methodology specifically tailored to fit the computer
• Derives a sales model from established principles, tuned from the ground up for technology
• Includes a detailed business case study that illustrates and reinforces the essential issues raised throughout the book
• Summarizes the latest developments in technology that positively impact sales teams, including user interface design, wireless connectivity, the Internet, and all aspects of mobile computing

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