Tip: Find the Right Leader for Your Sales Force Automation Implementation - Modern Distribution Management

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Tip: Find the Right Leader for Your Sales Force Automation Implementation

Make sure your project leader really understands your business.

The Management Tip of the Week blog will present one tip each week based on content in the MDM Archives. Sign up for the RSS Feed for this blog here.

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.

More from MDM Premium on this topic:

Sales Force Automation: Ten Pitfalls to Avoid During Implementation



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