EXPERT RESPONSE
For starters, I applaud your thinking of salesforce automation (SFA) technology as an enabler. But let me point out that there is no SFA software on the planet that will, on its own, shorten a sales cycle. The SFA software is definitely a piece of the answer, but it must be considered only a part of the solution. The other pieces include having a single, structured sales methodology, appropriate training, alignment of business goals and compensation and reliable forecasting.
Also keep in mind that the sales cycle isn't entirely dictated by the sales reps or the company; there's a large dose of uncertainty that must be built into goals for sales attainment and company performance.
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