Top Reasons to Invest in Sales Force Automation September 15, 2017,
Today, many organizations are grappling with issues such as a fragmented and frequently expanding customer base, longer sales cycles and an increasingly mobile sales force that needs to be tracked diligently for profitable outcomes.
Setting the Focus Right for Sales Managers
The advent of big data analytics has only meant that the Sales unit in any organization has become as busy as ever as they have an avalanche of unorganized data to process and make sense out of. With rising competition, customers are also having higher expectations from brands as well and time is not a luxury anymore.
Whether you’re a startup, a large enterprise, or a small and medium business, finding a quick fix to these challenges will ultimately define you as a leader or a laggard in the industry you operate. Sales Force Automation software can help you eliminate many of the important but time-consuming activities associated with Sales and let your sales professionals focus on their core competency areas. Automating the sales force process also tends to have a direct impact on increasing and improving the quality of your sales leads, territory planning, improving the accuracy of the prospect list, etc.
Benefits of Sales Force Automation
There is no one-size-fits-all approach when it comes to SFA implementation and therefore finding a SFA solution customized for your business is the key. Here are some of the top benefits that you must aim to derive out of this implementation:
#1. Saving Time
One of the top benefits of SFA implementation for organizations, big or small, is the fact that automation of the sales force will end up saving a lot of time when it comes to the execution of repetitive tasks such as scheduling sales appointments, updating sale opportunities, executing follow-ups, field service management etc.
In addition, the sales team and the management ends up getting instant access to sales data and can make real-time informed business decisions. Thus, its very beneficial for field reporting also.
#2. Effective Resource Management
Effective resource planning and tracking down the productivity of each salesperson can be quite a tedious task for Sales Managers especially in the light of an ever-expanding and mobile sales force. Automation can help better organize the process for them and can provide them with immediate access to each salesperson’s daily activities, volumes, revenue data and opportunities in the pipeline. Such an automation can also help Sales Managers do effective ‘Territory Planning’ as the location of each field sales rep can be quite easily tracked in real-time and readjustments made as and when required.
#3. Improving Customer Service
The availability of historical information regarding customers and all the issues raised by them can help a customer service representative in promptly servicing a customer’s query. A holistic view of the customer’s relationship with the brand can be formed through Sales force CRM solutions that help in integrating marketing, sales and customer support activities.
#4. Increasing Revenue
Introducing SFA will eliminate the time it takes on repetitive tasks and let your Sales team focus on their core competency i.e. selling, by making more sales calls, meeting prospects in-person and thereby generating more revenues for the organization.
In addition, employees tasked with customer service and support can see the customers’ order history and can accordingly try and up-sell or cross-sell during their interaction with them. Sales Force Automation also helps in accurately creating sales forecasts based on real-time figures and meet or exceed their quarter or financial year goals.
#5. Improving the Sales Funnel
SFA includes tools that allow sales professionals to effectively manage opportunities in the sales funnel, be it meeting with potential customers or tracking activities. Sales Managers can integrate existing marketing materials, research reports or field data from other disparate sources into the SFA platform to better equip sales professionals. By accurately tracking sales forecasts, Sales Managers can end up assessing the strengths of each of their team members and analyze where exactly are they losing out on opportunities.
These benefits of Sales Force Automation are there for the taking for a Sales Manager to move towards a lean, mean and efficient sales task force that delivers value to the organization. Ensuring this happens is in the best interest of companies looking to survive and excel in this ever-competitive world.
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