Sales Force Automation makes
very easy to handle the complete sales process. SFA not only increases sales
force efficiency and improve customer service (which it does); it improves
sales numbers as well. This can be applied on all companies of any size with
sales staff from fewer to hundreds and thousands, of all regions' selling
product or services.
SFA can
help companies to increase their sales numbers. In other words, SFA
software can be used as an information system that allowsa company to deal more
effectively with the process for converting prospects into purchasers in an
individual way, customer by customer.
Ten ways in which SFA can help companies to
increase their sales are:
1.
Define
a Sales Process: Companies can define sales process, tailored
for the industry and works for them. Once the process is defined, SFA can be
used to implement the process. SFA will make sure that all the leads follow theirdefined sales process and it will provide a way for
management to monitor if sales process was properly followed or not.
2.
Keep
Sales Team Members Informed: Using SFA, all team members in a
territory will know about the prospects, sales representatives are working on. By
this way, multiple sales representatives will not contact the same prospect and
negatively impact the opportunity with the prospect.
3.
Keep
Management Informed: Via SFA, management will know where
team members are and what they are working on, which accounts/prospects are
being looks at, which products, territories are targeted. SFA gives management
a chance to view sales activity in almost real time and make sure it aligns
with companies goals. Management can also look at sales reps load/work method
and help align it.
4.
Reviews: SFA
can be used to see how sales representatives are doing and let them know about
it. Sales representatives' performance can be compared to their targets to see
how good they are doing. Using SFA system, sales representatives and management
can benchmark their performance and find areas of improvement.
5.
Management
Reporting: With SFA maintained properly, sales representative will not be
asked to report their daily/weekly activities separately to management - SFA
will do that job. Reports can be simplified and easily obtained from SFA and
letting sales team focuson sales.
6.
Work Together:
SFA can help teams to collaborate and work together during the
sales process - this may be especially important in working on a big account.
Multiple sales representatives can work together using SFA. This will help to share
their experiences, contacts, and methodology vice versa.
7.
Contact
Management: SFA can help you track prospects decision
tree - companies can keep information about decision makers, influencers, etc.
of the prospect. SFA can help you keep track of important information about all
the contacts.
8.
Alerts: SFA sends
alerts to sales representatives about their important meetings during the sales
cycle or on the next step or to touch base with important prospect / client if sales
staff has not done so in a long time. Alerts can also be generated for middle
management to let them know about progress and lackingwithin different
territories across various products lines.
9.
Share Documents: SFA
can be leveraged to share sales and marketing documents among the sales team. While
working on a prospect, sales representatives can leverage work done by others
in the team/across the team. It will save time and improve efficiency of the
sales team.
10.
Mobile
Applications: SFA mobile applications can be leveraged to help sales team
when they are on the field. Mobile phones' GPS can be used within SFA app to
generate intelligent alert and tracking etc. It can also be used as a tool for
sales team to work efficiently.
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