Automation demands org. development

Automation demands org. development

In the rush to implement sales automation technology, corporations usually overlook two key disciplines: organizational development and internal communications. Simple guidelines for sales force automation include: 1. Build a balanced, interdisciplinary project team. 2. Determine the barriers to suc...

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Veröffentlicht in:Marketing News 2001-10, Vol.35 (21), p.17
Hauptverfasser: Joachim, Ann, Kumler, Donald L, Quinn, Michelle L
Format: Artikel
Sprache:eng
Schlagworte:
Communication
Compensation
Customers
Data base marketing
Employees
Guidelines
Marketing
Organization development
Organizational change
Sales
Salesforce automation
Salespeople
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Zusammenfassung:In the rush to implement sales automation technology, corporations usually overlook two key disciplines: organizational development and internal communications. Simple guidelines for sales force automation include: 1. Build a balanced, interdisciplinary project team. 2. Determine the barriers to success. 3. Take an unblinking look at how the system affects users' ssense of value. 4. Plan your communications.
ISSN:0025-3790