Ask the Expert

Secrets to SFA adoption

dWhat are some best practices for getting your sales force to adopt SFA technology once it has been implemented?

Get them to adopt BEFORE it's implemented! It's absolutely critical to get at least an influential sub-group of salespeople bought in from the beginning of the SFA project. The more involvement and ownership that salespeople feel they have with the project, the more likely they'll use it - which is the only way you'll get value.

Carrots can work - but sticks almost never do.


Read how mixing SFA technology and old-fashioned salesmanship can spell success for your sales force in the article SFA alone won't increase sales, survey finds

Comb through our section of introductory sales force automation tips from around the Web

    Requires Free Membership to View

This was first published in August 2004

There are Comments. Add yours.

TIP: Want to include a code block in your comment? Use <pre> or <code> tags around the desired text. Ex: <code>insert code</code>

REGISTER or login:

Forgot Password?
By submitting you agree to receive email from TechTarget and its partners. If you reside outside of the United States, you consent to having your personal data transferred to and processed in the United States. Privacy
Sort by: OldestNewest

Forgot Password?

No problem! Submit your e-mail address below. We'll send you an email containing your password.

Your password has been sent to: