IT must stand ready to support and collaborate with sales. Armed with a robust technology enablement strategy, IT must provide sales with the applications, data, and supporting human resources to efficiently and effectively carry out their operations. Many organizations are plagued with outdated or ineffective sales application portfolios, poor sales data, and a support structure that is ambivalent towards the time-sensitive requirements of the sales organization. IT must work hand-in-hand with sales to build a robust strategy for sales-IT alignment. This involves building a permanent alignment steering committee that can set shared, strategic direction on how best to enable salespersons.
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