An Overview of Sales Force Automation

Corporations which employ customer relationship management systems commonly have a sub system which they work with called Sales Force Automation, also known by its acronym SFA. Sales Force Automation systems record every stage in the sales process automatically. There are many advantages to having such an automated system in place, whatever the size of the company proves to be.

Sales Force Automation Systems’ many advantages include the ability to study relationships and interactions with customers and to contemplate the results of sales performed. They cover a wide range of business’ daily tasks. Among these are the following:

  • Inventory management and monitoring
  • Order tracking and processing
  • Contracts management
  • Customer relationships
  • Information sharing
  • Sales forecasting and analyzing
  • Tracking customer buying habits
  • Evaluation of staff performance
  • Analysis of customer demographics

For the sake of ease of use and simplicity of solutions, a great number of sales force automation systems prove to be Internet based, web hosted applications which companies are capable of getting up and running swiftly, although this time frame does depend on the firm’s necessary level of customization. While it is true that such systems assist in automating various processes and procedures, they do not offer an easy or rapid solution for disappointing sales. It is true that a corporation’s sales people will work more efficiently and easily when they learn how they are able to benefit from the various sales force automation offerings. Proper training is essential.

Sales Force Automation offers much value to any company that effectively utilizes it. On the one hand, these systems are capable of assisting with the digitizing of sales and other documents so that they may be more easily shared around the firm and with customers. They also provider better understanding of how the customer relationships and interactions are working, ranging from individual purchasing practices to the customer base particular demographics. Any sales force can receive a significant boost to their efficiency utilizing the automation of tasks, prioritization features, and good process management. This aids the sales people in optimizing the value of their time and efforts, so that they are able to offer better quality service to the customers.

Not only the sales team can gain from the implementation of sales force automation. The marketing department is able to understand its audience better in actual real time, and they may also learn whether or not their initiatives and strategies are literally increasing sales. Product development teams may use these systems to discover any defects that turned up in the product releases simply by researching the technical support department’s order tickets.

Among the many benefits to be had from sales force automation solutions are the creation of competitive advantages. One of these is productivity gains, since the sales department people will be able to more effectively employ their efforts and time, and since the sales managers similarly gain efficiency. This higher productivity which results cuts costs, boosts the sales revenues, and may further improve a company’s market share. On top of this, sales staff in the field are able to turn in their information more often. With these systems, updates are able to be sent in to the managers following each and every sales call, instead of only once per week. This drastically reduces the response time from management, making the company quicker and more agile. Finally, when sales force automation is used wisely, it can actually improve the company’s customer satisfaction rating. When the data which the system gleans and which is later analyzed is utilized to develop products which exceed the expectations of customers; and as the sales people employ the system to more effectively, regularly, and proficiently service the customer base, then customers will be happier with the firm. Everyone knows that happier customers become brand loyal customers, which decreases the costs of gaining and keeping new customers, reduces demand price elasticity, and improves final profit margins.

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