Sales force automation (SFA):

• Evaluating sales force automation (SFA) software based on business requirements

  Answer - Before you evaluate sales force automation (SFA) software, be sure to have good business requirements in place, Liz Roche cautions in this expert tip. 14 March 2007

• Sales incentives for customer service representatives vs. sales representatives

  Answer - One reader asks, "Can you offer some suggestions on effective sales incentive programs for call center agents?" Read Liz Roche's advice on providing incentives in this expert tip. 14 March 2007

• Sales methodology tips and techniques

  Answer - Get started with a sales methodology in this expert tip from Liz Roche, salesforce automation expert. 03 January 2007

• Secrets to salesforce automation software adoption

  Answer - Lack of salesforce automation software adoption is the number one reason that SFA implementations don't meet expectations, says Liz Roche in this expert tip. She offers some ideas on getting your sales reps to use SFA software here. 03 January 2007

• The difference between up selling and cross selling

  Answer - In this sales tip from expert Liz Roche, you'll learn the definition of up selling and cross selling, plus up selling and cross selling techniques. 03 January 2007

• Can SFA software shorten the sales cycle?

  Answer - In this expert tip, salesforce automation expert Liz Roche points out that no SFA software on the planet will, on its own, shorten a sales cycle. Learn tips to create a sales strategy in this expert response. 04 December 2006

• Salesforce automation in vertical industries

  Answer - Learn why SFA software is not being customized by industry and why the secrets to SFA adoption have very little to do with industry specificity in this expert tip by Liz Roche. 04 December 2006

• Will salesforce automation (SFA) software that can up-sell and cross-sell replace the sales rep?

  Answer - Learn Liz Roche's advice for using salesforce automation (SFA) software in the call center as part of your sales strategy in this expert tip. 04 December 2006

• Encouraging sales reps to document the sales process

  Answer - Liz Roche advises a SearchCRM.com reader about encouraging sales reps to document anecdotal customer information that they receive from customer service and tech support into the system. 21 September 2006

• Encouraging sales reps to use a new CRM system

  Answer - Liz Roche explains to a SearchCRM.com reader how to train sales reps on a new CRM system and give them incentives in preparation for CRM implementation. 21 September 2006