The Technology-to-Performance Chain: How Lead Management Systems Drive Inside Sales Performance

Alhassan Abdullahi Ohiomah
Understanding how technology usage influences performance in the inside sales industry has become an important issue for practitioners. Yet, there is a dearth of literature in this area. Inside sales are sales that are performed remotely using the phone or Internet technologies. Leads (i.e., potential customers) are the life-blood of any inside sales setting, and their effective management is crucial for business success. Lead management systems are information technology (IT) tools designed to automate and...
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