IT and Sales Force Automation

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IT and Sales Force Automation

by Sunil Sharma

July 6, 2004


Time and again I have met top sales executives who say that IT departments still do not understand what technology solutions sales people really need to do their jobs. This sentiment was pretty well captured in a CIO magazine article back in 2000, when CRM and SFAsolutions started to become popular.

Ironically, even I have grappled with this dilemma in my current reincarnation as business developer for my small company, even though I have fairly vast experience of developing and deploying business applications. The problem is not that there aren't technology solutions out there that help sales people do their jobs more effectively and efficiently; the problem lies in selecting and implementing a solution that matches well with the sales processes and activities within an organization.

A major reason for Sales Force Automation system implementation problems is that the two involved communities--IT and sales--view this from vastly differently perspectives.



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