| Today's high-tech world is flowing in a sharp wave | | | | production, and finance. |
| of competition. All business levels, from small or | | | | 6.The system helps in distinguishing your most |
| medium sized companies to large enterprises, are | | | | profitable customers from the problematic ones, |
| struggling to maximizing their customer-base, | | | | thus helping the management to forge even more |
| securing the existing ones and maintaining | | | | performance-driven and customer-satisfying |
| profitability. Tough situation! | | | | strategies. |
| To survive this industrial race, CRM (Customer | | | | 7.Frequent and better communication among sales |
| Relationship Management) solutions have become | | | | personnel facilitates successful team selling, better |
| an integral part of every business category. | | | | co-operation, and increased productivity. |
| CRM systems are specialized software programs | | | | 8.The sales force systems can also be used as an |
| designed to automate and effectively manage all | | | | effective and efficient training device. Sales staff |
| company procedures and operations such as | | | | can benefit from the readily available product |
| tracking leads, marketing, sales and customer | | | | information and sales techniques without having to |
| service functions. Sales force automation (SFA), | | | | waste time at seminars. |
| an integral part of CRM, involves using a software | | | | 9.Adapting this technology can actually increase |
| application, to automate the business tasks of | | | | the sales person's ratio of selling time to |
| sales. This state-of-the-art technology provides an | | | | non-selling time. Non-selling time includes activities |
| effective CRM leading to better customer | | | | like report writing, travel time, internal meetings, |
| relationship management, which ultimately results | | | | training, and seminars. Instead of printing or writing |
| in enhanced customer satisfaction. Used in | | | | detailed sales reports, sales people can use the |
| conjunction with marketing and sales management | | | | company intranet to transfer this information to |
| activities, Sales force automation is also called | | | | their sales manager. This saves quality time, which |
| customer relationship management system. | | | | can be best utilized in generating more and |
| A holistic view of this terminology equates to | | | | qualified sales leads. |
| performing extremely advanced functions such as | | | | 10.When it comes to increasing or achieving a |
| order processing, opportunity management, | | | | desired level of customer satisfaction, the inputs |
| contact management, information sharing, | | | | from your SFA system can be used to develop a |
| reporting, inventory monitoring and control, order | | | | product / service that matches or exceeds |
| tracking, customer management, sales forecast | | | | customer expectations. This further leads to a |
| analysis, employee performance evaluation and | | | | competitive advantage because customer |
| much more. | | | | satisfaction is equivalent to increased customer |
| Major concern among various services and | | | | loyalty, reduced customer acquisition costs, |
| industries is effective data management as it | | | | reduced price elasticity of demand, and increased |
| plays an essential role in rapid business growth, in | | | | profit margins. |
| terms of productivity and profitability. Therefore, | | | | Sales force automation system allows the |
| many companies worldwide have deployed sales | | | | businesses to serve their customers with |
| automation systems as an integral part of their | | | | expertise and diligence. However, be cautious of |
| administrative and CRM efforts. Given below are | | | | the fact that this application involves continuous |
| some of the strategic advantages offered by | | | | maintenance, information updating, and system |
| SFA: - | | | | upgrading. |
| 1.Sales automation systems create competitive | | | | is name to remember among the sea of vendors |
| advantage as the accurate sales forecasting | | | | providing SFA system. A leader in On-Demand |
| feature enables evaluating competition trends | | | | customer relationship management, Sales Force |
| followed by defining effective business strategies. | | | | empowers companies all over the globe with |
| 2.Helps the sales managers to monitor and control | | | | effective management of people and sales data. |
| their sales team and track potential leads. The real | | | | Using refined methodology and infrastructure, |
| time nature helps them to assess team/s and | | | | provides integrated SFA solution to maximize |
| overall productivity. | | | | revenues, cut operational costs and effectively |
| 3.The increase in productivity further creates a | | | | manage sales opportunities. Flexible customization |
| competitive advantage by reducing costs, | | | | allows companies to easily configure the application |
| increasing sales revenue and market share. | | | | to match their own unique sales methodology or |
| 4.The entire sales team can benefit from this | | | | sales process. |
| system both in office and in road. The field | | | | With Sales Force comprehensive on-demand SFA, |
| members can share sales data much more | | | | you get: - |
| frequently with the management. This instant | | | | Point-and-click customization that aligns with your |
| communication allows the management to use the | | | | selling techniques. |
| given information while it is still valuable. Thus, | | | | Real-time analytics exuding accurate forecasts, |
| sales force automation greatly reduces the | | | | thus empowering your business to make better |
| management response time and allows the | | | | decisions. |
| company to make active decisions with much | | | | Instant global deployment for offline and online |
| more alertness and agility. | | | | use. |
| 5.Allows the sales personnel/s to co-ordinate with | | | | Easy usability leading to multiple / variable adoption |
| other parts of the firm, particularly marketing, | | | | levels. |