I just published an article on our Norwegian website - Kontorplassen.no - based on a recent report by the Aberdeen Group. I might translate it to English later. Currently you'll have to settle with this short review:
The report identifies the key issues on how to makes sales personnel more effective. The main drivers of this are:
- Working in a team. The days of the "lonely wolf" salesman is gone, the multi-functional team is what is needed.
- Collaboration. The team needs to share information. The CRM application must support sharing of information between team members. 24SevenOffice.com CRM is web-based and gives each sales team member access to current information from anywhere at any time,
- Productivity. Management believes getting more leads is critical - sales personnel sees time and productivity as the most important element. To ensure your sales personnel are effective you need a CRM application that makes them effective.
Check out the full Aberdeen Group report here
. Also have a look at this "Webinar"
regarding the report.
Written on 18 August 2004.