ENRGY Systems – Sales Management CasePart 7 – Implementation of Sales Force Automation (SFA) Technology (Writing)Because of the rapid growth of the Sales Force at ENRGY Systems over the last two years, the VP of Sales is considering deploying an SFA system to aid him, the RSM’s and the Sales Reps. He has reviewed the promotional literature and has had several calls from the leading suppliers of SFA. He is very optimistic that the right SFA system will aid sales productivity, improve sales management effectiveness and reduce non-productive sales time. However, he has some concerns. A friend of his at another company who runs a large sales organization has warned him that SFA can be result in some very negative reactions from the sales force if the selection, implementation and training are not done correctly. He gave each RSM the following guidance: • “Research SFA systems; • Prepare a 3-5 page written report reviewing at least 3 SFA systems for possible use here at ENRGY; • Consider the features and advantages each of the 3 systems and develop a recommendation for the system you believe the company should select; • Cite the reasons for your selection, be sure to include cost; • Propose strategies to insure that the sales force fully embraces the selected SFA system. • Hand in the research report on Thursday, November 11 at 11:00AM. Remember the use proper citation and include a bibliography ”
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