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Home » Uncovering Sales Opportunities

Uncovering Sales Opportunities

When automating sales teams, focus on process first, technology last

By    Lindsay  Young 
November 25, 2006

More than half of
distributors who try to automate their sales force fail, according to some
estimates. Take the advice of the distributors profiled in this article: Develop
a good sales process before adopting technology, and keep your sales force
involved from the start.

<
For Toledo, OH-based href=http://www.binkelman.com/" target=_blank>Binkelman, Sales Force
Automation was more than just arming its sales force with technology. The
bearings distributor saw SFA as something that could revive its slowing
sales.


Only Binkelman realized
technology wasn't going to be its savior. Instead, over three to four years, the
company, with the help of its sales force, analyzed and improved its sales
process. And then ...
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More than half of
distributors who try to automate their sales force fail, according to some
estimates. Take the advice of the distributors profiled in this article: Develop
a good sales process before adopting technology, and keep your sales force
involved from the start.

<
For Toledo, OH-based href=http://www.binkelman.com/" target=_blank>Binkelman, Sales Force
Automation was more than just arming its sales force with technology. The
bearings distributor saw SFA as something that could revive its slowing
sales.


Only Binkelman realized
technology wasn't going to be its savior. Instead, over three to four years, the
company, with the help of its sales force, analyzed and improved its sales
process. And then ...






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