As a CEO of an event company, I will
always want a solution to make sales processes more efficient, more agile and
more effective. With the use of Sales Force Automation (SFA), it can enhance my
event company’s collaboration and information sharing. Furthermore, it can
improve the productivity of any sales-related activities by replacing anything
that is done manually with a simplified and fully-automated procedures.
SFA itself offers a wide range of
functionality that addresses many needs of the different user types within the
sales department. It can be sales representatives (i.e. who wants to
effectively manage their prospects) to managers (i.e. who want to track down
the activities done by the teams) and analysts (i.e. who have to generate an
accurate sale as well as doing up a forecast). In a nutshell, SFA will positively
impact all the sales operations.
Just from today’s lesson, I have learnt 7
functions that is under SFA. But I will only be touching on two functions that
my event company’s sale team can use.
Firstly, the contact management
function. It allows the sales team to get a complete view of the customers.
Views such as their activity history, key contacts, communications and other internal
account discussions. This information will allow the sales representatives to
have a better coordination and prioritisation of all their opportunities. They
can also keep up-to-date with all the contact information as well as having a thorough
history of all the interactions for each account they have engaged with. This
function will enable them to generate a variety of reports (e.g. timely data
and statistics about the activities of each customer). With all this database,
the sales managers will have a complete visibility of the activities done by
the sales team. Furthermore, they can monitor tasks and interactions, track the
status of the opportunities in progress as well as making sure that each sales
representative is on track to achieve their goals.