Empowering the 21st Century Sales ManagerChair AddressSolving the Sales Manager/Sales Automation Equation Timothy McMahon Principal, Labyrinth Research Author: Selling 2000 and Solving the Sales Manager/Sales Automation Equation Tuesday, 10:00-10:50 am
How Technology Can Make You a Better Coach
Managing the SFA Transition: The People Requirements of Change
Managing the Metrics of the Sale
ROI: Tools to Prioritize SFA Projects
Sales Force Automation is dramatically changing the roles and opportunities for sales managers. New tools, as well as new challenges, will ensure that tomorrow's effective sales manager operates differently from today's. Mr. Hanaman explains how to utilize new technology in order to become a better manager, without sacrificing the skills that got you where you are.
Why do so many SFA initiatives achieve only marginal results? Why are your top sales representatives likely to resist changes necessary for SFA success? This session addresses the challenge of helping people accept and successfully use a new sales process. It provides practical guidelines on understanding and supporting individuals as they develop the skills, behaviors and working relationships needed for SFA success.
Sales Force Automation systems provide many powerful tools for increasing our productivity. They help us manage our administrative tasks more efficiently, cover our territories more effectively and improve our relationships with our customers to name a few. We can move beyond these basic SFA capabilities to the powerful management capabilities lurking within by analyzing, from a management and quality control perspective, the vast amount of data we are accumulating.
Zero investment in SFA equals zero return. Excessive investment makes a project too complicated and often low on ROI. Mr. Peterson addresses at what point in the middle is the best choice? Can you prove it?
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