IT's impact on sales

According to CargoWise edi, a provider of integrated supply chain management systems, information technology investments can not only improve operational efficiencies for fleets and freight forwarders, but also improve the sales process.

Providing the sales department with the appropriate access to account information via an integrated software platform can enable the sales team to better focus on core elements of the entire sales process rather than spending time tracking, scheduling and managing existing accounts in a separate system, according to Gene Gander, vp sales - USA for CargoWise edi.

“Successful sales outcomes are often determined by the degree of integration within a company's CRM [customer relationship management] program,” says Gander. “In today's dynamic global marketplace, integrated IT-based solutions can play a significant role in driving increased sales … if sales and marketing functionality is integrated within the overall freight management and supply chain system.

“The added value of real-time integration into the sales process is a true driver in impacting the sales and marketing functions,” according to Gander.