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Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy
In a tough economy, retaining customers and reducing costs become paramount, and sales force productivity takes center stage. You should also be thinking about

sales forces  or halted at will, sales forces and their territories cannot be easily reconfigured. Therefore, in a difficult and rapidly changing economic environment, companies must pay close attention to competitive signals, market fragmentation, product proliferation, and other factors. In this way, they can be proactive in making sure that their sales territories remain balanced and aligned with corporate strategy. What happens when territories are misaligned? Customer accounts and prospects are not covered Read More

Sales Force Automation (SFA)
Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining...
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Documents related to » sales forces


The Two Driving Forces Behind Fashion Products
“Sometimes, I feel frustrated at work—there is a constant conflict between my department and others and it never stops.” – A product developer at a fashion

sales forces  sales targets, and missed sales opportunities. Let me explain these two forces briefly. The “Pushing” Force As a fashion company, you need to either lead or follow current fashion trends. In order to do so, your design force needs to identify “what’s hot” and “what’s not,” and predict where the fashion cycle is flowing. That being said, a fashion product is pushed by people who are involved in the product’s life cycle from the beginning through the subsequent processes. Although product Read More
Sales Performance Management
A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients. This requires clear, detailed views of

sales forces  Companies with highly productive sales forces do just that. Changes in customer buying behavior, increased global competition, continued tight financial markets, and higher customer expectations: these are just some of the challenges forcing many sales organizations to redesign and, in some cases, reinvent how they sell. Such efforts are particularly prevalent in highly competitive environments, saturated markets, and industry sectors in which products are not true differentiators. Many companies Read More
How to Boost Your Sales Productivity
But you can find out more about how sfa can permanently ratchet up your company's profits in the white paper maximizing profits with sales performa...

sales forces  Companies with highly productive sales forces put their focus on acquiring, growing, and retaining profitable relationships. This requires a clear and detailed view of prospects, customers, and the market. To achieve this, you'll need the right sales force automation system. Working in conjunction with your customer relationship management (CRM) system, SFA can help you accurately match the right salespeople to the right accounts; efficiently measure sales performance and success using key performance Read More
Geac and JBA Join Forces to Form New ERP Giant
On September 30, Geac Computer Corporation Limited (TSE:GAC), the Canadian-based global supplier of mission critical business software, successfully completed

sales forces  this business, including development, sales and support. Market Impact We regard the Geac/JBA acquisition positively. A combined Geac and JBA will have over 30,000 customers to cross sell products to, and will have over 6,000 employees worldwide. Both companies focus on disparate vertical markets and have very little overlap. There is also a very good geographic fit. Geac currently derives 65% to 75% of their revenue from the North American market, while JBA is almost the exact opposite, with 65% of Read More
Automation: A Company's Best Ally Against Sales Tax Audits
Sales and use tax management is a challenge for every business, and there can be major financial repercussions if a taxing agency questions the figures

sales forces  Company's Best Ally Against Sales Tax Audits Sales and use tax management is a challenge for every business, and there can be major financial repercussions if a taxing agency questions the figures. Automated solutions help businesses improve their reporting and workflow processes so they can comply with the myriad of sales and use tax laws and stand up to any audit examination. Read this white paper to learn about the problems with manual management, an inside look at audits and what auditors really look Read More
How to Convert Service Calls Into Sales
In the white paper how to convert service calls into sales, you'll discover how real-time offer management allows your company to continuously lear...

sales forces  Convert Service Calls Into Sales The magic formula for selling more products or services is simple: present the right offer to the right prospect via the right channel-at the right time. Of course, that's easier said than done. But if you're in a service-intensive business, real-time offer management can help turn that magic formula into a profitable reality for your organization. Real-time offer management is an application designed to initiate and optimize an offer during customer-initiated Read More
Implementing Business Process Management (BPM) to Drive Profitable Sales
Find out how this company succeeded in Implementing BPM to Drive Profitable Sales.

sales forces  (BPM) to Drive Profitable Sales A company with a large customer base wanted to drive more profitable sales, improve customer relationships, and run a more efficient sales operation. Sound familiar? Find out how this company succeeded in Implementing BPM to Drive Profitable Sales . You’ll learn how a holistic, process-driven approach resulted in: renewal of the sales funnel process optimization of resources more efficient usage of time standardization of the sales process Discover how your company can Read More
Sales and Marketing
Sales (the function that directly generates revenue through the sale of products or services) and marketing (the function that addresses customer needs and

sales forces  and Marketing Sales (the function that directly generates revenue through the sale of products or services) and marketing (the function that addresses customer needs and wants through communication) are two indispensible pillars of today’s businesses. Due to the affinity between sales and marketing, the two are commonly considered to be in the same category of business area. A few trends in this business area: Read More
From Strategy to Execution: Accelerating Sales Growth
This report describes a new approach to selling, the sales-automation solutions deployed as part of the new approach, and initial early results of the sales

sales forces  Strategy to Execution: Accelerating Sales Growth This report describes a new approach to selling, the sales-automation solutions deployed as part of the new approach, and initial early results of the sales transformation. Wherever possible, tips for success and best practices have been outlined for other sales leaders hoping to transform the sales force to create a sustainable growth engine. Read More
Sales Force Performance
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their assumptions about the real drivers of

sales forces  Process Alignment . The sales function does not operate in a vacuum. Other functions comprise the go to market process and contribute to the customer experience and therefore impact customer behavior both positive and negative. If the sales function has to gain new customers to replace lost customers, this action will dilute sales productivity and the productivity of the organization at-large. Therefore, this driver requires the organization to assess the level of effort that is required to create a Read More
Sales Benchmark Index
Sales Benchmark Index (SBI) is a sales and marketing consultancy focusing on business-to-business (B2B) companies. SBI@s specialties include lead generation

sales forces  Benchmark Index Sales Benchmark Index (SBI) is a sales and marketing consultancy focusing on business-to-business (B2B) companies. SBI’s specialties include lead generation, channel management, and sales strategy. Read More
Global Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales
Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of

sales forces  Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of Playground is based on intellectual property—including information about resorts, selling history, target markets, prospects, and past customers. How does it capture this information and use it—safely and securely—to help sell and market real Read More
Emotional Intelligence and Sales Results: Closing the Knowing and Doing Gap
The challenge facing many sales managers and business owners is the transfer of selling skills that made them top sales producers. When you take on the role of

sales forces  Intelligence and Sales Results: Closing the Knowing and Doing Gap The challenge facing many sales managers and business owners is the transfer of selling skills that made them top sales producers. When you take on the role of a sales manager, it’s no longer about what you can produce—it’s about what you can get others to produce. The driven sales manager listens and invests even more time and energy on teaching selling skills and techniques. Find out more. Read More

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