Why Is My Sales Force Automation System Failing Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

Sales Force Automation (SFA) is the use of software to automate sales tasks, including sales management, order processing, customer management, sales forecasting and sales analysis information management and exchange. SFA system is often part of a corporate information system that connects and integrates marketing activities with other operations of the organization. Thus, SFA software is not only a tool crucial for the success of sales force today, but it is also vital to the organization. SFA has the potential to allow companies to more effectively manage their sales and sales processes, automate and standardize marketing activities, as well as to connect with the rest of the sales organization. The significance of these potential benefits in terms of reducing costs and increasing revenue urged businesses to SFA. After its adoption, however, SFA systems often fail to provide the expected benefits. The main cause of failure was identified as the SFA low user acceptance, which may include such factors as the violation of the procedures of sales, sales perception system as a tool micromanagement, differences in the strength of sales and management of expectations, and lack of management support for the system are perceived sales. Given these circumstances, managers who know the main issues related to user acceptance SFA will be more successful in the implementation of such systems. This article discusses the use of SFA, the benefits of these systems, and the acceptability to users. At the same time, we offer suggestions that will help organizations succeed in adopting SFA systems. "Hide
by Robert M. Barker, Stephan F. Gohmann, Jian Guan, David J. Faulds Source: Business Horizons 9 pages. Publication Date: May 15, 2009. Prod. #: BH327-PDF-ENG