Friday, August 12, 2005

Salesforce of the Future

The Internet, according to Line 56, did not kill off sales reps, but it is causing dramatic changes in salesforce strategy and deployment.

Five new trends are noted as evolving out of traditional selling to future selling:

1. We need greater collaboration between marketing and sales.

2. We need to learn how to use the Internet to help salespeople sell.

3. We need to create an integrated information system for planning, scheduling, and controlling all the presale and postsale activities in an organization.

4. We need systems that connect and retrieve information, regardless of where the sales rep or customer are located.

5. We need simplified tools. Salespeople simply will not use a system that is too complicated.


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