Implementing SaaS-Based Sales Force Automation Systems
DOI:
https://doi.org/10.17010/ijom/2022/v52/i12/172559Keywords:
Sales Force Automation
, SaaS-Based, On-Demand, SFA Adoption, Relational Orientation, Behavioral Control, Outcome Control.Paper Submission Date
, July 20, 2022, Paper sent back for Revision, October 15, Paper Acceptance Date, November 1, Paper Published Online, December 15, 2022Abstract
Business-to-business sales force automation (SFA) is changing rapidly, with complex products and services that frequently require team selling and a long sales cycle. With SaaS (Software as a Service), cloud-based systems, data entry, and analytics can be performed from a low-cost back office or by accessible, affordable technology. As a result, salespeople no longer need to work as “lone wolves.” Instead, they can become part of “partnering” sales teams as the physical front end of a multichannel, value-creating customer relationship management force. This paper offered a theory-based analytical framework for enhancing SaaS-based digitization in the form of a relational selling and behavioral control matrix.Downloads
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