Tools and Analytics to Heighten Productivity II

tools to drive consistency, facilitate a two-way information exchange, optimize workforces, and measure performance.

On the customer facing front, many distributors have invested in CRM and sales force automation (SFA) tools to drive consistency, facilitate a two-way information exchange, optimize work flows, and measure performance.

Realizing value from these and other productivity-enhancing tools requires an appreciation for the underlying personnel and their ability to change.  As one CEO contemplating a major CRM investment put it: "Right now, each salesperson does their own thing. With the system, they plan on achieving greater consistency, but also recognize there will be 'big change managment' considerations."   

ACTION POINT:  Recognize the behavior changes that will be needed to capitalize on new tools.