IBM Case Study: Sales Teams and the Business Value of Social Software

30 November 2009

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Sales team productivity matters at IBM Software Group, where management believes “teams are where value is generated.” Building upon research that shows high performance for sales teams correlates to a high level of collaboration, IBM Software Group recently studied the role of “social software” in improving collaboration, productivity, and operational efficiency within established sales teams.

Their findings are presented in this Sales Management Association webcast. Presented by IBM Software Group managers and Sales Management Association members Rawn Shah (Lead, IBM SWG Center of Excellence) and Wolfgang Kulhanek, (Program Director: Social Software Adoption), the webcast details the analysis and conclusions of an internal IBM SWG team tasked with studying this issue. 

Their work provides a fascinating look into how social software is changing the way sales teams interact, and suggests how the use of social software adds value to customer relationships.

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