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Trends, Observations and Recommendations for Technology and Sales Force Productivity

  • ID: 548619
  • Report
  • August 2007
  • 43 Pages
  • ES Research Group, Inc
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Trends, Observations & Recommendations for:

- Customer Relationship Management (CRM)
- Sales Force Automation (SFA) and
- Prospect Relationship Management (PRM)

This report provides the results of our two year study of the acquisition, deployment and use of Customer Relationship Management (CRM) and Sales Force Automation (SFA) technologies throughout the U.S. sales industry.

The key goal of this report is to examine selling technologies – particularly Customer Relationship Management and Sales Force Automation—with a particular focus on how those technologies impact on sales force productivity.
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1 Executive Summary
1.1 Goal of this Report
1.2 Our Overall Conclusion
1.3 The Key Problem
1.4 Key Solution Elements

2 Research Methodology

3 Problem/Solution Statements
3.1 Challenges
3.2 Isn’t Progress Easy to See?

4 Definitions & Historical Perspective
4.1 Customer Relationship Management (CRM)
4.2 First Generation Sales Force Automation (SFA)
4.3 Second Generation Sales Force Automation (2G SFA)
4.4 Prospect Relationship Management (PRM)
4.5 Sales 2.0

5 Key Findings
5.1 Analysis of Management and Professional Experiences with CRM Systems
5.2 Analysis

6 Client Recommendations
6.1 Key Questions
6.2 Key Questions Relating to CRM and SFA
6.3 Behaviors of Excellent Organizations
6.4 Actionable Recommendations:
6.5 Start a Sales 2.0 Initiative

7 Conclusions

8 Appendices

8.1 The Sales Approach
8.2 2nd Generation SFA & The TAS Group: Select Selling Acquires OnTarget from Oracle Corporation
8.3 2nd Generation SFA & White Springs: Putting SFA Back into CRM, Step by Step

9 Index
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Note: Product cover images may vary from those shown