Technology and the Sales Force: Increasing Acceptance of Sales Force Automation

Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation. These factors are examined as potential characteristics in a successful implementation program. Results of the study are used in providing a series of recommendations for managerial use in enhancing the potential for success of automation implementation programs.