Go beyond basic SFA: Leverage your sales force automation (“SFA”) systems in every way possible. For example, you MUST use dashboards. What about applications for de-duplication and data cleansing, contact acquisition, or tools that tell you when prospects that you are in touch with visit your website? There is a wealth of options now to enhance every step of your process — in fact, there are so many options it can be confusing! Don’t let that stop you from constantly testing new applications to see what works for your company.
