Sales Force Automation
What is sales force automation?
The terminology “sales force automation” or SFA as it is commonly abbreviated is a method or technique that employs specific software applications the business tasks that comprise the function of a sales force. This includes:
- contact management
- customer management
- employee performance evaluation
- information sharing
- inventory control and monitoring
- order processing
- order tracking
- sales forecasting analysis
Sales force automation (SFA) is used interchangeably with CRM or Customer Relationship Management. CRM usually doesn’t imply the automation of your sales forces’ actions. However, it is an information system that is used in CRM marketing and sales management. SFA systems are basically the same thing as sales force management systems and is typically a segment of a company’s CRM system.
It is a system that records all the stages of the entire sales process automatically and includes a contact management system that tracks every contact your sales force makes with clients or customers, the purpose of the contact, and the required follow-up. This ensures that clients or customers are not irritated by duplicated sales efforts. But it reassures you as a business owner that all of those hard-earned leads are being contacted and followed up with.
Key features to be aware of
Additionally, Sales force automation systems feature a system for tracking your sales leads which provides a list of potential clients or customers based on phone lists, website inquiries, and even lists that are purchased through a 3rd party lead generation business. Other features of sales force automation systems include:
- order management
- product knowledge
- sales forecasting
The more developed types of sales force automation systems feature the ability for clients or customers to actually model the product in order to meet their specific needs through the use of online product building capabilities. This feature has become extremely popular in the automotive industry because it enables potential buyers to customize certain features such as interior features (leather versus upholstery) and vehicle color.
Additional considerations of sales force automation
Another one of the integral components of a sales force automation system and software application is its ability to integrate the different departments on a company wide basis. If you are using an SFA system that hasn’t been adopted to all departments as well as integrating them throughout the company, there may be a lack of communication. This could result in a client or customer being contacted by multiple departments for the same reason, therefore aggravating that person and driving them away from the company.
In order to create a dynamic sales force with a high closing percentage, and one that links operational actions and strategies which can occur in a single department, sales force automation has to rely on 4 elements under specific circumstances. These include:
- budget
- control indicators
- objectives
- planning
Additionally, you will need to correctly implement specific procedures to perform the objectives of your sales force. What you want to remember where sales force automation is concerned is that most any company function or operation that you have been doing manually can be automated by installing the proper software application.
How Aim CRM can help you
Aim CRM can help you with sales force automation by providing you with a system that will facilitate your needs so that your target audience is contacted and followed up with in timely fashion. If you would like more information on our sales force automation products and to talk with a company representative, please contact us today at the toll-free phone number we have listed at the top of this page.