Introduction to Sales Process Automation

This document introduces sales process automation and its benefits. It discusses how automating sales processes can help managers achieve more consistent sales performance by having online access to key sales data like calls, tasks, documents, and the sales pipeline. Some challenges of automation include managing change and potential resistance from salespeople. The document recommends addressing challenges through incremental change, optimizing existing information, top-down adoption with incentives, and ongoing training. A case study shows how one company overcame inconsistent performance through a two-year automation implementation that integrated systems and centralized management.