Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity

Abstract

One of the primary characteristics of the sales environment of the next century will be the proliferation of technology as an important component of the sales process. The successful salesperson of the future will be marked by an ability to incorporate and directly apply a wide range of technology in their interactions with customers. More than simple data access, sales technology is increasingly being used as a means by which the salesperson and customer interact. The overall objective of this study is to measure the attitude of salespeople toward the use of computer technology in a sales job and then ascertain the relationship between these attitudes and a salesperson’s job experience and productivity. The results of the study outline important managerial implications related to introducing and implementing new technology uses within a salesforce.

Citation

Keillor, B.D., Bashaw, R.E. and Pettijohn, C.E. (1997), "Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity", Journal of Business & Industrial Marketing, Vol. 12 No. 3/4, pp. 209-219. https://doi.org/10.1108/08858629710188045