For the past decade, distributors have been working to automate their sales forces. More have failed than have been successful. This article examines why these projects have not delivered on the promise of increased efficiency and sales rep effectiveness.
The goal of sales force automation is two-fold:
To maximize the efficiency of the sales representative
To optimize the decision-making process of the sales representative
Customers are better served when their sales representatives are in a position to quickly and accurately respond to customer inquiries. And when customers are better served, increased revenue and higher margins are likely to follow.
I started as a distributor sales representative for a medical ...