NetSuite White Paper

GLOBAL CRM: Managing the Multi-National Sales Force

Customer Relationship Management (CRM) just isn’t what it used to be. Conceived as automated tools to help sales personnel maintain records of contacts, sales-related activities, and individual and team’s progress toward goals and quotas, today’s scope has become much more far reaching. Sophisticated marketing campaign management and total customer life cycle management have become entwined in the original sales force automation (SFA) roots. The result of CRM systems has been added discipline to the management of the sales process. But there is a “gotcha” here: most solutions in play today have improved selling for companies based solely in a single local, in one currency, with one set of quotas and forecasts.

Tags: Sales Force Automation, sfa, Sales Management, Sales Force Management

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