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Automating your sales force sounds like a great way to optimize the decision-making process. And with all the software options out there, it should be a relatively painless process to implement, right? It can be if you have the right people in charge of the process.
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According to Anthony Pericle, founder of ProfitOptics, Richmond, VA: "The best qualified person to lead your SFA project is someone who has sold something, understands the operational logistics of your business and has a passion for efficiency and simplifying the life of the sales person."
But too often distributors rely on the IT department to solve their SFA needs. While the IT department may understand all the compatibility needs with your existing system, does it really understand your business? As such, the IT department should be involved in a supporting role, with a "sales-centric person who understands your business logistics of moving boxes and how to use technology creatively to solve sales/business problems" taking the lead.
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