Advanced Internet Systems - The Process Of Internet Sales Force Automation

Advanced Internet Systems

Internet Sales Force Automation

The Process Of Internet Sales Force Automation

It is important to note that most businesses have come to recognize that they have no choice in automating, only about how they go about it. In today’s highly competitive world of information and computers, you cannot afford to have your competitors be more productive, profitable, or better managed then you are.

There are three primary factors in automating that you will have to make decisions about: who do you trust to do the project, what products do you use, and how much expense is cost justified for the results achieved.

Easily, the most important factor is the people that you trust to do the project. You can have the best product at the right price, but without successful implementation and training, your project will fail miserably. It is critical that you interview several firms specializing in sales automation (preferably once at your site and once at theirs), and that you check recent references. The only true way to predict future performance is to check past performance.

In making decisions on computer hardware, we have found that dealing with a reputable local computer vendor that builds their own systems offers many benefits. First of all, these type systems are built using generic (but usually high quality) parts. This means they are both easier and less expensive to repair and upgrade. Besides the fact that you can limit your purchase to only the specific components that you need, you also get the added benefit of local support when it goes down. If you choose to buy computers from name brand suppliers, you will find that they are often less reliable, use proprietary components, and are generally more expensive and harder to repair. Considering the life expectancy of your computer and the way companies in the hardware business come and go, we have found it much safer not to purchase proprietary systems. One caveat; make sure that you check references on your hardware vendor, same as before.

If you are putting together a multi-user system, you must have proper wiring and a reliable network in place. This is a separate area of expertise that generally requires an expert in networking to get the best results. Don’t forget those reference checks.

If you’re keeping score, that means that we’re up to three different vendors for you to deal with. Now lets talk about your telephone system and computer telephony. Computer telephony is the integration of your computer system with your telephone system. It can offer significant increases in productivity of telephone based personnel. Throw in a reliable telephone vendor, check references, stir and let simmer.

When negotiating fees, resist the urge to haggle on price. If you force a vendor to lower his fees to get your business, you stand a good chance of getting less than optimum service, especially when you may need it at some critical time. The old adage, “Buy cheap, pay twice!” was tailor made to fit purchasing computers, software, telephones, and vendor services. When you consider how much these systems can benefit your bottom line, it simply makes good business sense to spend the money, and get the best results possible.

To implement a full featured system, you will find that there are many different pieces that must all work well together. Network faxing, e-mail, form letters, bid proposals, order entry, computer telephony, accounting links, database synchronization, reporting, system configuration, and training are all vital to your success. By letting all of your vendors work together with solid management and direction from you, you can achieve spectacular results.

Benefits that you can expect to achieve include increased sales, increased customer satisfaction, better management reporting and control, lower costs, and higher profits and growth. Many companies have reported as much as a 200% increase in sales after automating, although a typical result is 50 to 75%. Your results will be determined by your current inefficiencies, how successful you are in implementation, and your ability to train and motivate your people in its use.

To date, it is estimated that only 25% of America’s companies have successfully automated. By automating your company, you immediately put yourselves ahead of 75% of your competition.

Internet Sales Force Automation
Introduction To Internet Sales Force Automation
Automation In Sales And Customer Support
The Process Of Internet Sales Automation
Return On Investment For Sales Automation
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