Your team will be required to perform an entrepreneurial audit of a specific sales technology that can be used to improve sales organizations’ efficiency and effectiveness, and to recommend (pitch) areas of improvement. This audit will consist of a maximum 15 page paper (double-spaced) describing (1) the inefficiencies sales organizations face that led to the new technology, (2) how the technology helps sales organizations improve their efficiency and effectiveness, and (3) what are the areas of improvement of the technology in the future. This audit is mainly descriptive for (1) and (2) and entrepreneurial in nature for (3). You can focus on either buyer/seller related technologies (e.g., AI, Video Selling), sales management/salespeople related technologies (e.g., Coaching, Gamification), or both (e.g., Social CRM, Sales Enablement). You are responsible for selecting the sales technology you will be auditing. It is recommended to find one or two real examples of how the technology has improved sales organizations’ efficiency and effectiveness, and what remains to be solved. You will need to use both primary (i.e., personal interviews) and secondary (i.e., research) data to perform your analysis.
The nature of the primary data will vary depending on the technology. You can utilize interviews of sales professionals who have utilized the technology, representatives of the company, and/or other potential users to discuss whether the technology may be useful.
Your approach must show how you can leverage the concepts, frameworks, methodologies, and tools studied in class to advance sales force management in the era of digital transformation.
