For any organization, success lies in optimizing the productivity as it directly affects revenues and customer experience. Managing Salesforce has become a herculean task for organizations who employ large sales workforce. The challenges of organizations include: managing your field workforce and gaining transparency across field operations, time spent in non-revenue generating activities, inaccurate data, idle time in between the jobs, loss of huge consumer data, underutilization of resources and target group spread across geographies.
With organizations facing the above challenge,s sales-force automation emerges as a competitive necessity which involves the application of technology to support
Sales Force automation software from solutions providers enables sales representatives and their managers to manage sales pipelines, track contacts and configure products, among many other things. It also provides reports for sales representatives and managers. It keeps sales representatives and managers aware of complete or pending activities by establishing to-do lists. It also helps in handling ad-hoc requests/ leads and monitoring progress.
An efficient sales force automation software helps in allowing leads to be allocated to representatives and account managers on the basis of nearby territory or product expertise. Salespeople follow the steps as if following a checklist, ensuring that all opportunities are handled consistently. Sales representatives can view their own opportunities linked to additional information such as contacts, activities, meeting stage, minutes of
Most sales force automation applications can generate a wide range of standard and customized reports which are useful to salespeople, sales managers
Benefits of Sales Force Automation :
The key benefits of sales force automation include improved customer relations, improved sales force productivity, increased sales revenue, market share growth, higher lead conversion rates, reduced cost of sales, more closing opportunities and improved profitability. These benefits appeal to differing sales force automation stakeholders:
In addition to these measurable outcomes, there may be additional benefits such as less rework, more timely information and better quality management reports.
Let us discuss how Sales Force Automation changes sales performance in the next blog.
For service organisations, field operations are the last frontier where the enterprise information systems, labor controls, and productivity tools have yet to yield results. Dashboard gives a broader picture of what is going on the field.
An enterprise has several business units and systems at execution level. Acronyms like FSM -Field Service Management, CRM- Customer Service Management, SCM-Supply Chain Management, ERP – Enterprise Resource Planning, ESP- Enterprise Social Platform, ECM – Enterprise Content Management act as enterprise segments or systems. It’s difficult to exist in isolation for any system at enterprise.
Paperwork, rekeying data and not having access to key information are all factors that are detrimental to the productivity of the field workforce.