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Implementing SaaS-Based Sales Force Automation Systems


Affiliations
1 Pompea College of Business, University of New Haven, West Haven, CT, United States
2 FORE School of Management, Adhitam Kendra, B 18, NRPC Colony, Block B, Qutab Institutional Area, New Delhi - 110 016, India
     

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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.

Keywords

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, 2022 ; Paper Acceptance Date : November 1, 2022 ; Paper Published Online : December 15, 2022

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  • Implementing SaaS-Based Sales Force Automation Systems

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Authors

Subroto Roy
Pompea College of Business, University of New Haven, West Haven, CT, United States
Nirmalya Bandyopadhyay
FORE School of Management, Adhitam Kendra, B 18, NRPC Colony, Block B, Qutab Institutional Area, New Delhi - 110 016, India

Abstract


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.

Keywords


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, 2022 ; Paper Acceptance Date : November 1, 2022 ; Paper Published Online : December 15, 2022


References





DOI: https://doi.org/10.17010/ijom%2F2022%2Fv52%2Fi12%2F172559