When the sales department gets automated, spin-off benefits are high both for the individual and the team, or, at least, they should be. An important thing to get right is to ensure a culture of “sharing”. Sharing plays a big role in the effectiveness in CRM, and by default, SFA projects.
I can see eyebrows being raised? Why should there be a problem with sharing? Well, in business (and remember, sales is the business of doing business), sharing is often something that people find difficult to do—sometimes a major shift in culture has to occur to make it happen. Salespeople are by nature competitive—and have to be. Their financial and spiritual reward depends heavily in individual effort, know-how, and tenacity. Knowledge gained from that is prized, and leveraged for career gain and success.