Perceptions of sales force automation: Differences between sales force and management

Article Abstract:

The differences in perceptions held by the US Army's recruiting force and its higher-level management towards the Army's newly adopted sales force automation (SFA) system, the Army Recruiting Information Support System (ARISS), are investigated. The results of the study show that significant differences exist between the perceptions held by the recruiting force and higher-level management towards ARISS and they also offer important insights into managing SFA system deployment and gauging user expectations.

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Understanding sales force automation outcomes: A managerial perspective

Article Abstract:

The potential effectiveness and efficiency the sales force automation (SFA) can bring to the sales force and also understanding the SFA implementation failures from a managerial perspective are presented. The in-depth analysis has come out with few recommendations and has also proposed a model to assist managers in the implementation of their SFA as well as getting their salespeople to buy-in to the SFA, and ultimately reduce SFA failures.

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Impediments to sales force automation

Article Abstract:

The problem areas that affect the acceptance, adoption and implementation and success of sales force automation (SFA) are identified and explained and few guidelines are provided to overcome these impediments. The gaps between organizational planning, communication and evaluation and also the perceived benefit/cost tradeoffs as viewed by the firm and salesperson are determined.

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