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- SAP Case Study: Blaser Swisslube AG
- Providing on-site advice and consulting services to customers are key tasks for the external sales employees of Blaser Swisslube - a renowned manufacturer of coolants and lubricants. A powerful new assistant was recruited to support the sales force: mySAP Customer Relationship Management mySAP CRM. The mobile sales capability of mySAP...
- Tags: mySAP, SAP AG, mySAP CRM, CRM, Sales Team, Sales Strategy, Customer Relationship Management (CRM), Sales Force Management, Enterprise Software, Sales, Software
- Case studies
- ProCurve Networking by HP Connects Sales Teams for Greater Efficiency
- ProCurve Networking by HP, the networking hardware division of Hewlett-Packard, is the number two Ethernet switching vendor in the world, with nearly four times the market growth rate in revenue. To accommodate this rapid expansion, ProCurve wanted to replace its Web-based sales force automation solution with a system that encourages...
- Tags: HP ProCurve, Microsoft Corp., Sales, Sales Team, Utility Computing, Sales Force Automation (SFA), Enterprise Software, Software
- Case studies 2008-05-01
- What are the best methods to reduce user guides for end users?
- I support a Sales Team that complains that documentation is to robust for them. They want me to condense it. A) this document is 90 pages long and B) they are usually handed to me .pdf format....any suggestions on how to condese these to make them more meaningful...
- Tags: Sales strategy, Sales force management, dak1010@..., sales, action caption, sales team, caption
- Discussion threads 2007-06-25
- Remain productive by honoring commitments
- Meeting commitments is the heart of every organization. Failing to meet commitments can cause huge ripple effects that are felt throughout the organization, no matter what its size. Have you ever wondered what happened to that high performing team that you had just a few months ago? Have...
- Tags: Manufacturing, Robert L. Bogue, Sales strategy, Sales force management, Operational accounting, SMB Strategies Newsletter, Commitment, Organization, Payroll Department, Accounting Department, Sales Team, E-mail, Service Level Management, Team Management, Sales, Online Communications, It Operations, It service Management, Management, Finance
- Technical articles 2005-06-13
- Improve products and sales by managing the relationship between development and sales teams
- Involving your development team in the sales process leads to better products, better sales, and better relations between teams. Use these five tips to build a close working relationship between development and sales staff.It’s important for development managers to have an understanding of both sales and development because of the...
- Tags: Sales strategy, Sales force management, William T. Kelly, sales, sales team
- Technical articles 2002-09-23
- Five ways the sales team can peacefully coexist with development
- Tired of the sales team overcommitting to ridiculous demands on your development team? Share these five best practices with them on how development and sales can work together.It’s just too easy to bash the sales team. Reps frequently overcommit to what your development team can deliver, and in some extreme...
- Tags: Sales strategy, Sales force management, William T. Kelly, sales, sales team
- Technical articles 2002-05-29
- The odd couple: Working with the sales team
- Development and sales might not seem like a match made in heaven. But these days, a product's success may depend on the teams' ability--and willingness--to work together like they've never done before. Here's how this odd couple can become a great match.Despite the cultural divide between the sales and development...
- Tags: Sales strategy, Sales force management, William T. Kelly, sales, sales team, development team, developer
- Technical articles 2002-05-15
- How do you reward your sales team?
- The members of your sales team surpassed their quota and won your company valuable new business. How do you reward them? The respondents to this Polling Place Quick Poll were evenly split. If you don't offer rewards, tell us how you motivate your staff.
- Tags: Sales strategy, Sales force management, TechRepublic Staff, sales team, sales
- Technical articles 2001-02-27
Additional Resources
- Evaluate the Performance of Your Sales Team
- It's up to a person to make sure that the members of his or her sales team are working to their potential and meeting the sales goals that is set for them. Stay informed of the team's progress by using Microsoft Office Excel 2003 to quickly sort and analyze sales...
- Tags: Team, Performance, Microsoft Corp., Sales Strategy, Sales Force Management, Team Management, Sales, Management
- Webcasts
- Build a Sales Forecast
- To create a successful sales strategy, one needs reliable sales forecasts on which to base his sales projections. Fortunately, producing sales forecasts doesn't have to be difficult. First, one needs to gather meaningful data with the help of his team members. Then he needs to decide the type of forecast...
- Tags: Team, Sales Forecast, Microsoft Corp., Sales Strategy, Sales Force Management, Team Management, Sales, Management
- Webcasts
- Deyta Cleans Up Its ACT! by Using Salesforce to Better Manage Sales
- With its exclusive, proprietary Factual Foresight System, Deyta, Inc. collects, interprets, and analyzes information about organizations and their customers to help improve performance and the bottom line. Deyta's sales team and management were unhappy with the stand-alone contact managers - GoldMine and ACT! - they had been using. Sales wanted...
- Tags: Salesforce.com Inc., ACT!, Deyta, Sales Strategy, Sales Force Management, Sales
- Case studies
- U.S. Enterprise Sales Team Deploys Microsoft Dynamics CRM to Improve Effectiveness
- The Microsoft U.S. Dynamics Enterprise Sales Team manages more than 5,000 customers and opportunities. The team uses a sophisticated solution-selling methodology that feeds forecasting and reporting systems across multiple product lines, regions, and industries. Frustrated by the complicated user interface of their incumbent sales force automation tool and lack of...
- Tags: Microsoft Dynamics, Team, Sales Force, Microsoft Dynamics CRM, Microsoft Corp., SFA, CRM, Sales Force Automation (SFA), Sales Strategy, Customer Relationship Management (CRM), Sales Force Management, Advertising & Promotion, Enterprise Software, Software, Sales, Marketing
- Case studies 2007-05-01
- Team Level Analysis of Sales Force Automation: The Missing Link?
- Contemporary sales organizations utilize teams to seamlessly complete sequential discrete steps in the sales process. The Sales Force Automation SFA research to date, has primarily focused on the organizational and individual level of analysis. The purpose of this paper is to present a methodology for investigating the usage of SFA...
- Tags: Team, Sales Force, SFA, Analysis, Sales Force Automation (SFA), Sales Strategy, Sales Force Management, Customer Relationship Management (CRM), Enterprise Software, Software, Sales
- White papers 2006-05-13
- An Accelerated CRM Deployment for Sales Force Automation
- In the highly competitive business environment, the success hinges on the effectiveness of the sales force. The mySAP Customer Relationship Management solution equips sales organizations to dramatically shorten sales cycles, quickly increase revenues, and maximize sales team productivity. The SAP Service Select package for sales force automation can help to...
- Tags: Sales Force, SAP AG, SFA, CRM, mySAP Customer Relationship Management Solution, Sales Strategy, Sales Force Management, Sales Force Automation (SFA), Enterprise Software, Sales, Software
- White papers 2005-10-01
- Sales Force Application Flies over GPRS with Mobility XE
- Optident is one of the UK's largest providers of dental materials and services. Unhappy with their existing VPN, Optident wanted a remote access solution that could improve the performance of its newly deployed sales force application over wireless networks and enable its sales team to maintain their VPN and application...
- Tags: GPRS, Sales Force, Mobility, Optident, Sales Strategy, Sales Force Management, Smart Phones, VPNs, Telecommunications, Sales, Consumer Electronics, Personal Technology, Networking
- Case studies 2007-12-01
- Up-to-Date Data for Efficient Sales Activities and Realtime Sales Controlling at Varta
- Thanks to SAP Business Information Warehouse SAP BW, the data warehouse in the mySAP Business Intelligence solution, battery manufacturer VARTA can now provide its portable battery sales team with up-to-date sales volume, sales revenue and contribution margin data on individual products and customers. A new plan/ actual comparison is based...
- Tags: SAP AG, Sales Strategy, Sales Force Management, Sales
- Case studies
- Achieving Sales Effectiveness With Sales Workflow Management: Increasing Revenue and Reducing Costs by Managing Sales Process and Content
- Organizations must think broadly about sales effectiveness and reach beyond the CRM/SFA systems to encompass best practices in people, process, technology, and information domains. Resolving inherent process and content problems (especially relative to e-mail) is critical to gaining full leverage from sales methodologies. A new category within sales effectiveness, Sales...
- Tags: Revenue, Sales Workflow Management, Sales Strategy, Sales Force Management, Sales
- White papers 2006-04-12
- The Smoothest Systems Implementation in Company History
- When New Jersey-based Berlex Laboratories, Inc., the U.S. affiliate of Schering AG, Germany, decided to select a new sales force automation solution for its six North American sales forces, it wanted a trouble-free transition from its existing system to the new one. Achieving that goal began with the formation of...
- Tags: Berlex Laboratories Inc., Sales Force, C3i Inc., Sales Force Automation (SFA), Sales Strategy, Sales Force Management, Customer Relationship Management (CRM), Enterprise Software, Software, Sales
- Case studies
- High-End Fitness Club Anticipates Pump-Up in Sales From New Sales Tool
- Equinox Fitness operates 38 high-end fitness clubs across the United States and has grown 400 percent in the last five years. To continue its rapid growth, Equinox needed to modernize its sales process to improve lead management, sales forecasting and closing rates. Working with a Microsoft Gold Certified Partner, Equinox...
- Tags: Sales Tool, Equinox Fitness, Sales Strategy, Sales Force Management, Sales
- Case studies
- Microsoft Certified Professional Training Develops Skills for Canon Sales
- In 1996, Canon Sales' team of support engineers was mandated to lead the implementation of Canon Over IP. This new focus dictated the migration to Windows NT4.0 as Canon Sales' operating system. As a result, Canon Sales needed to develop its system engineers into IT experts who could install, configure,...
- Tags: Professional Training, Microsoft Corp., Canon Inc., Sales Strategy, Sales Force Management, Microsoft Windows, Sales, Operating Systems, Software
- Case studies
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