Sales automation done right resurrects and embodies the notion that the computer and the sales process are a perfect fit. It also attempts to disentangle the ever present, and often dangerous, confusion that exists with the terms SFA and CRM.

All aspects of sales automation are explored, including the management of territory, accounts and contacts. But, most importantly, the heart of the book centers on the sales opportunity and the sales cycle, with in-depth analysis of sales methods, that, with the help of technology, can vastly improve sales effectiveness.

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

Salespeople are rapidly becoming inseparable from their computers. A major impetus to business productivity has been through technologies that enable salespeople to work anyplace at anytime. But still, the ongoing challenge for sales automation is to leverage computing power to improve on innate sales ability, or sales effectiveness.

Sales automation done right describes a proven approach for driving up the competitiveness of the sales team through technology. It stresses the importance of sales methods that respond well to computerization, 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 heavy sales opportunity “loads,” 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 orgnanizations, 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.

Sales Automation Done Right:

• 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 and tuned from the ground up for computerization
• 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