Convince your sales force that your system improves their effectiveness. Increase acceptance by introducing applications that directly serve the salesperson. This finding may not be surprising considering the fact that salespeople are probably the most performance oriented of all white-collar workers. Personal Innovativeness . Supervisors as Change Agents .
Supervisors have an important signaling function.
They can convince their reps of the system's benefits and can make their subordinates comply with their persuasions. Thus, sales field managers as advocates of the SA system are extremely important if the new SA system is to be accepted by the salespeople in the field. Companies need to inspire multiple layers of the sales organization during the SA implementation process. In other words, organizations and technology suppliers do not need to focus their efforts on end-users alone, but also on sales field management. Easy to Use Systems .