Chapter 6

Implementation in Practice

A Road Map to Success

Chapter Overview

As contemplated in the chapters throughout this book, getting the most out of a sales technology implementation requires more than selecting a good solution from a trustful vendor, training users, and then rolling out the technology. It requires careful planning, resource allocation, and effective execution of a series of interrelated activities. Drawing on the insights gained from the detailed review of the academic and business literature presented in chapters 2 and 3, as well as on the author’s involvement in sales technology implementation, this last chapter provides executives, researchers, and students with a comprehensive, yet practical, process for implementation ...

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