Today’s CRM Daily has a great article on the increasing (re-)focus on sales effectiveness with respect to Sales Force Automation and CRM.
According to the article, derived from data collected by the Yankee Group, sales people are most concerned with:
- increasing the rate of deal closure
- decreasing costs
- improving solution selling
Also stated in the article was that, from the sales person’s perspective, “reducing administrative burdens falls nearly at the bottom of their list.”