Slow down or speeding up?
11 November 2011
Why ever do information systems often slow down developments in businesses instead of speeding them up?
Custom developed software?
One of the most important reasons is that many software packages are constructed in an old fashioned way: as inflexible, database-driven applications that can only be adjusted to the wishes of users with custom developed software. It usually costs too much time and money to adjust these kinds of packages, which means that a gap starts to open up between the desired company process and the reality of the software package from day one of use.
No custom developed software!
If there is one area in a company where this is extremely undesirable, it would have to be sales. Both the products sold and the wishes of customers change constantly. Sales therefore needs different software than most traditional business software packages can offer: extremely flexible, very fast to adjust (with no software development to hold things up) and very easy to use. Sales personnel are not the type of people to enjoy spending their days at a computer.
Helping sales reps sell
Guided Selling was developed with this vision: software that helps sales reps sell client-specific products and services quickly, simply and with no mistakes.
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
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