How To Evaluate Whether Your Sales Software Helps Or Hurts Your Business

By Patrick Cahill

Professional service providers can now use sales technology (such as Salesforce.com) to become lead generating and nurturing machines. Automated timed e-mails, the distribution of new leads to the proper sales professionals, follow-up reminders, and the recording of e-mail communication with leads are just some examples of how the right software can help business developers sell more.

Unfortunately, some service firms I have worked with look at their sales technology as a hindrance or as something to train for when one "has the time." If the talk around your company's water cooler touches upon such things, it's time to take a step back and think: Do people like to complain or is our sales technology slowing business down?

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