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Armed Forces

Insurers cant afford to send their sales force out into the field today unless agents are armed with a solid sales force automation tool. But ...

By Michael P. Voelker | Updated on April 30, 2003

Insurers cant afford to send their sales force out into the field today unless agents are armed with a solid sales force automation tool. But its not as straightforward as one might expect. Business complexity continues to defy a single system or even a common approachbut not IT ingenuity.

I dont know if its the tail wagging the dog or the dog wagging the tail, but the industry is looking for new ways to capture, secure, and maintain clients and to do that cost effectively, says Joe Galvin, group vice president at Gartner research. He adds this requires gaining insight into the actions, performance, and capabilities of your go-to market resource, and that defines the goals of sales force automation (SFA) technology.

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