July 2009
Intermediate to advanced
256 pages
5h 30m
English
Content preview from ProActive Sales Management, 2nd Edition
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Chapter 11
The Technology of Sales
The goal of every sales manager is to create leverage. Without leverage, a 1:1 ROI is all that is available, and that is not acceptable. Quotas go up faster than headcount and resources, so increasing leverage is the only way to stay ahead. To stay ahead, sales management must lead in the adaption of technology change.
Sales Force Automation (SFA) and Customer Resource Management (CRM) systems—hosted or as Software as a Service (SaaS) models—offer quite a bit for the sales team. However, these systems do a great job at tracking results, and not activities. Tracking the things that cause revenue to happen should be the goal of every sales manager, and technology should be used in three vital areas:
- Decreasing ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.