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Software Functionality Revealed in Detail
We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.
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 sales workshops


Leveraging 3-D for Sales Automation
It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes to respond, a competitor with

sales workshops  help achieve these critical sales tasks and help close sales. About the Authors: Wayne Thompson is TEC's director of research, and has over 15 years of IT experience in the private and public sectors, with extensive expertise in IT procurement. Formerly, Thompson spent eight years with Gartner and worked for the US Federal Trade Commission as an antitrust investigator, performing analyses of IT vendors and markets. Throughout his career, he has led best-practice workshops on technology procurement in

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

Compare Now

Sales Force Automation (SFA)

Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining contact data. Systems often include various levels of analytic and reporting capabilities. 

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Sales Force Automation, Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology


Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some solutions.

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TurtleSpice ERP! (Week 4)


The story so far: Mike Chelonia, TurtleSpice’s comptroller, has been tasked to select an ERP system by his CFO. Facing pressure from his VP Wade Sharkey to short-circuit the selection process and select Big Gun Software, Mike gets a reprieve when Wade Sharkey is over-ruled by the CEO. Now Mike has to decide how to handle TurtleSpice’s business process documentation. When we asked you what you’d

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As the Economy Rebounds, Will Your Organization Be Ready for New and Increasing Demand? A Summary of the 2009 APICS Conference


Companies can get the latest on supply chain management trends—from inventory management, forecasting, and sales and operations planning—at the annual APICS Conference and Expo’s seminars and presentations. A summary of the 2009 expo explains what you might have missed.

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4 Essential Components for Successful Sales


Most companies are aware that the buying processes of the world and its buyers are changing, but many have yet to recognize the need to make changes within their own sales force. Often sales professionals don’t have the proper skills or tools needed to be successful. But by integrating the four sales process components, they’ll be able to capture information that can be used to place them high above the competition.

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Sales Force Performance


Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated budgets, success metrics, etc.

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Sales Performance Management: Maximize Profits with Comprehensive Sales Processes


In a productive sales force, salespeople concentrate on acquiring, growing, and retaining profitable relationships within their account bases. To achieve this level of sales efficiency, you need a sales force automation (SFA) system that manages pipeline performance and territory alignment, and analyzes customer relationship management (CRM) data. Learn how a SFA solution can help you sales force excel.

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Sales Tax and the Supply Chain: Avoiding Audit in High-Risk Areas


State sales tax revenue is second only to property tax as a source of revenue. And as states grow hungrier, they increase their audit scrutiny of high risk industries like manufacturing and distribution. For businesses providing products and services along the supply chain, sales tax audit risk isn’t always obvious, but, the transactions along the way can expose wholesalers, manufacturers, distributors, and retailers to audit risk. This Q&A reviews pressing questions of supply chain audit risk.

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Salesforce.com Presents Sales Performance Accelerator


Sales Performance Accelerator is a new solution from Salesforce.com, resulting from the integration between Sales Cloud, Data.com, and Work.com. Salesforce.com customers have been using the three products at the same time previous to this, but the Sales Performance Accelerator provides a tighter integration between the three. In addition, the newly proposed package appears as an actual support

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Mastering SAP CRM Sales: Turn Insights into Action


Knowledge acceleration for customer relationship management (CRM) sales can help you work more effectively with analytics and functions such as billing and orders to ensure efficiency while reducing errors. Learn about software-based courses designed to help sales professionals understand and master the essential functions within CRM sales.

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The Sales Benchmarking Primer


Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related performance improvement and enables best-practice solutions. This Sales Benchmarking Primer includes two important chapters from the best-selling book Making the Number—and provides a process-based framework for marketing and sales that can help your company survive and prosper in an unstable economy.

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