Sales Force Automation System

When it comes to managing information tactfully, nothing can beat the Sales Force Automation Software. In context to CRM management and marketing, this new-age software has become a necessity to help mechanize sales and sales-force management roles.

When combined with the necessary parameters to be able to run the sales processes smoothly, this is called the Sales Force Automation Software.

The primary role of a Sales Force Automation Software is that it keeps track of all of the phases in a sales process. A typical Sales Force Automation Software consists of a contact management system which can record the customer data, the reason of the contact and any feedback/follow-up that may be necessary to assist the customer.

This is necessary to keep track of because one must not respond to a particular customer more than once after the problem has been resolved due to the chances that they might end up irritating the customer instead.

A Sales Force Automation Software also consists of a sales-lead tracking software/system which looks out for potential customers by tracking a series of phone calls or the customers who use similar products. Some of the most advanced Sales Force Automation Software allow their customers to model and customize the product that they want to try, which meets their requirements via online product-designing systems.

As time and development in technology would have it, Sales Force Automation Systems have been offering technological assistance to managers and sales-persons for the last four decades. Before the advent of Sales Force Automation Software, there were many individual and stand-alone systems which had to be operated as such to manage the customers’ needs and keep track of their details.

In recent years, however, there have been changes in the system, and all of the systems that were stand-alone earlier have been combined to ensure maximum ease and productivity that speeds up the sales automation system.

Sales Force Automation
‍Sales Force Automation

Getting a closer look at the Sales Force Automation Software and the components associated with it, here’s a brief insight

1. Sales Force Automation Software uses computerized systems that include hardware and software to ensure an automated environment, the assimilation and analysis of the components and the distribution of information that helps improve the Sales Force Productivity.

2. The many components of a Sales Force Automation Software that operated as stand-alone systems/ software are – Account management, Activity and contact management, Event management, Order and contract management, Document management, Incentive management, Lead, pipeline and opportunity management, Time and call management, Product configuration, design and management, inventory control, sales forecasting, territory management, work-flow and management of processes, generation of proposal and quotation management.

3. These few identifiable processes for Sales Force Management directly alter the system. Here’s a quick look at these:

  1. Time management: Responsible for precisely checking the time taken for each task.
  2. Opportunity management: If the process has been followed just right, an opportunity for sales pops up.
  3. Call management: Planning what information to provide to the customer during a call and managing the customer effectively.
  4. Account management: Managing the multiple opportunities that a business house has with a customer. It's managed by using the process, tools and the objectives.
  5. Territory management: In order to monitor the account, the territory is determines by the number of accounts reps and the active customers using the system.
  6. Sales-force management: This process includes the training, control, Information technology systems, coaching and the sharing of the system with people and various departments.

4. A Sales Force Automation Software is not just meant to record and control the necessary data; it is essential that this software can forecast the nature of the sales of the business house and help develop strategies that are helpful to enhance the sales, productivity and performance.

5. Sales Force Automation Software packages include a web-interface, a database, an e-mail and templates for customizing. Three-tier architecture is used to separate the interface, the database, the application and the server. This reduces the programming-related demands on the client’s part. Also, a module-based programming and design approach is used to make customization easy for the customer.

6. Nowadays, this Sales Force Automation Software is based online, on a cloud system; which means that information such as schedules, customers, and the tracking of performance can be accessed via the database anywhere. 

This package is now designed keeping in mind the medium to large business houses and enterprises. On another note, this means that the customers can access the data from anywhere using an internet connection without needing any particular software or hardware.

Aadvantages over the traditional systems

The application of the Sales Force Automation Software has advantages over the traditional systems and so, when we talk about the management of sales in a business house, it is essential to understand the advantages an interface and system can have:

  1. It helps understand the economic structure of an industry; no matter what sector it is.
  2. It helps identify the different segments and targets of a market. This is essential when we are focusing on attracting new batches of customers.
  3. It helps develop new products using the feedbacks customers provide.
  4. It helps understand the various shortcomings a company has and thus, can be used to overcome these.
  5. It helps create sustainable advantages when it comes to competition.
  6. It helps build strategies; one can understand about structuring the brands in a manner that helps plan the sales and where should the brands be placed to increase the sales in the future.
  7. It also helps understand the competitor’s products and sales strategies as well.
  8. Using the data to develop profiles for different places, cultures and backgrounds that helps with predicting the number of customers and thus helping with the sales strategies.

Productivity increases when the business house understands their shortcomings and acts on developing the right system. If the information is used to boost the customer’s experience, this leaves the customer more satisfied with the company. 

This is what defines a competitive edge for the company and in turn, boosts the company to new heights.

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