Breaking down the walls. (sales force automation)(includes related article on sales force automation)(Nightmares)(Technology and the CEO: Nightmares, ... An article from: Chief Executive (U.S.)

This digital document is an article from Chief Executive (U.S.), published by Chief Executive Publishing on February 15, 1998. The length of the article is 1666 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: The experience of Chase Bank of Texas illustrates the importance of taking a wholistic approach to the reengineering of the sales department. The subsidiary of Chase Manhattan bank had expected dramatic change to result from its cost-cutting initiative, which involved the automation of the sales force. Automation was supposed to improve the sharing of data among the bank's sales people. However, it turned out the Chase Texas did not have a single database system that would facilitate the consistent information sharing and operating across business and state lines. This experience underscores the importance of improving processes first before introducing technological changes, as recommended by reengineering guru Michael Hammer.

Citation Details
Title: Breaking down the walls. (sales force automation)(includes related article on sales force automation)(Nightmares)(Technology and the CEO: Nightmares, Daydreams, Solutions)
Author: JoAnn Greco
Publication:Chief Executive (U.S.) (Magazine/Journal)
Date: February 15, 1998
Publisher: Chief Executive Publishing
Issue: nSPEISS Page: p45(3)

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