IHS Chemical Week

Services :: Information Technology

Tackling the Sales Productivity Challenge

6:11 AM MDT | May 28, 2009 | Brian Willson, Microsoft

By Brian Willson, Microsoft When visiting a customer of mine in the chemical industry, I asked the sales team how it started its day, and the unanimous answer was “checking my phone and e-mail for messages.” This is a common answer for most employees in any organization. But if I posed the same query to the information technology (IT) department, I suspect I would get a different response. That’s because the project stakeholders that make IT purchasing decisions for these sales teams assume their workforce launches customer relationship...

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