Companies are racing to arm their salesforces with information technology such as salesforce automation systems to provide every advantage against the competition, but new research from Penn State's Smeal College of Business notes that salespeople are among the most technophobic and resistant of all white-collar workers to technology. Companies are racing to arm their salesforces with information technology such as salesforce automation systems and customer relationship management systems to provide every advantage against the competition, but new research by an assistant professor in Penn State's Smeal College of Business notes that salespeople are among the most technophobic and resistant of all white-collar workers to technology. Convince your sales force that your system improves their effectiveness. Increase acceptance by introducing applications that directly serve the salesperson.
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.