March 13, 2009, Newsletter Issue #95: Business Intelligence And Sales Force Management

Tip of the Week

Sales force management systems are information retrieval, manipulation and reporting systems used to enhance management decision-making in a business intelligence setting.. They are frequently bundled with other applications under the collective banner of customer relationship management (CRM) systems. These enhanced information technology tools are also known as retail management software.

Stephen Haag, et al, in Management Information Systems for the Information Age, discuss a component of a typical CRM component, Sales Force Automation Systems (SFA). These capabilities, often offered as an integrated part of most BI vendorís product offerings, such as Cognos 8, take customer relationship management systems to a new level. Typical modules include software that automatically records all the stages in a sales process, tracks all salient information regarding contact that has been made with a given customer, or sales lead tracking systems. Management tools include sales forecasting, order management, and product knowledge information that directly leads to features where managers and executives can employ dashboards and scorecards to query the data for enhanced decision-making and opportunity exploitation. All of these capabilities are resident in a quality BI suite, such as offered by Cognos, and should be specified when considering acquiring or enhancing your companyís BI capabilities.

About LifeTips

Now one of the top on-line publishers in the world, LifeTips offers tips to millions of monthly visitors. Our mission mission is to make your life smarter, better, faster and wiser. Expert writers earn dough for what they know. And exclusive sponsors in each niche topic help us make-it-all happen.

Exclusive Sponsor

The Performance Manager Hand Book
Get your free copy of the new Cognos book for performance managers. Learn how to find the performance sweet spots in your department from the Executive Suite to Finance, HR, Marketing and more.

http://forms.cognos.com/?elqPURLPage=1633&mc=-web_GAW_pmbk

Not finding the advice and tips you need on this Business Intelligence Tip Site? Request a Tip Now!


Guru Spotlight
Sheri Ann Richerson