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 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 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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