Sales Force Automation, Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology
Dave Stein and Al Case - May 23, 2006

Commentary

Key sales training vendors are increasingly integrating sales methodology, sales force automation (SFA) technology, and customer relationship management (CRM) systems. These vendors range from The Complex Sale, with its GPS software suite, to OnTarget and Wilson Learning with their relationship with Oracle/Siebel's CRM suite, to Knowledge Advantage and their sales automation process. Some technologically leading-edge sales training and sales process firms, such as Select Selling (based in Dublin [Ireland]), have gone one step further, developing a software-enabled methodology (a sales force automation suite) that integrates with existing CRM platforms...