Often the implementation of SFA builds questions among managers about whether they should utilize the sales force automation tool or not. However, such decisions are common for every business, which raises many questions. Everyone agrees that customers are the cornerstone of a business that plays a vital role in generating revenue and building a firm’s reputation.
Likewise, the sales automation software enables clients to obtain more potential customers and generate more traffic from old customers. An efficient SFA software can reduce churn rates with its advanced management metrics. Moreover, the attributes of SFA have everything one needs to improve their customer satisfaction scoring in a business.
Before we jump into the major reasons to implement SFA, let’s first discuss what sales force automation is in real terms.
What is SFA?
In simple words, SFA is a system software developed to automate general and manual tasks performed by the sales team in a sales process. These software applications are part of CRM systems such as ConvergeHub, assisting the sales team. Some key components of SFA are sales lead process tracking, order management, product knowledge base, performance analysis, and sales forecasting.
Why does a business need Salesforce automation?
When you run a business and have a handful of customers, the SFA is a must-have for companies as the software has taken a long journey to turn from luxury to basic needs of the market. However, if you are still thinking about its implementation, here are some key reasons you should apply SFA in the CRM process.
1. Lost Opportunities
Nobody is perfect in this world; thus, one cannot expect their sales team to remember every deadline, interaction, or scheduled meeting with potential customers after human errors are not intended. However, being resolute is an essential trait of a sales representative. Thus, providing the necessary business tools is paramount. Furthermore, it helps follow their leads instead of missing them.
Moreover, the SFA software allows users to manage reminders of the potential deal you may strike every day. It also enables a sales representative to focus on improving the number of quality interactions instead of burdening with responsibilities and preventing you from missing tasks.
2. Poor Prioritization
Many companies do not even bother about the number of daily sales leads, but lead quality is surely a concern. No business would want their staff to function with low-quality leads but ensure that every resource is optimized efficiently.
Hence using online SFA, you can allot ranked leads in every deal. Not only this, but also SFA enables you to classify between hot and cold sales. Eventually, you can also track indicators and assign necessary resources to every sales member.
3. Employee Accountability
As they say, the more you measure, the better. Thus, tracking every sales function in business provides you with a comprehensive report of employee performance. Based on the report, one can also analyze which employee has turned their leads into potential customers. The report can also inform you how much revenue and opportunities a sales representative has acquired?
Consequently, the report’s analysis will briefly determine whether to train your employees for improvement or change the respective roles that match their skills and acknowledge them for their performance.
Sometimes many firms share employee performance reports with their clients to encourage competition between sales team members, resulting in higher performance.
4. Lack of intelligence and forecasting
The lack of intelligence and forecasting enables a business to solve problems in all its areas. The SFA tools visualize an estimated income earned by your business to identify accurate future revenue projections. It enables a firm to make the right decisions regarding a marketing budget, resource allocation, and sales process prospects. Although, the opportunity to scan future cash flow is invaluable. A sales team receives such reports after acquiring substantial knowledge of working with sales force automation.
5. Incorporation & Data Sharing
Incorporation and Data sharing enable you to share some necessary details with your employees. For example, a sales member will deliver more successful results if they know whom they are working with and past interactions between the company and customer.
Although, the SFA system suggests immediate solutions that assist in this area. Thus, the first thing is to handle the business contact details on a single cloud solution.
For instance, when an employee meets any prospect, they add the information to the CRM software system. After that, when the sales representative contacts the prospect to follow up on the leads, they already have basic information that can work to improve the customer relationship. As a result, it increases the probability of obtaining closed deals.
Apart from managing contacts, SFA also handles the history and interaction with your customer. It enables every sales agent to see the history of customer records and deals in the past and present period.
Such incorporation is essential for a business to deal with resources in case of the absence of any employee because of leave or who has left the organization.
Henceforth, these are the primary reasons a business needs sales force automation. In addition, the tool serves various opportunities to a firm, such as contact management, incorporation and data sharing, and employee accountability that helps your business run and grow faster. Moreover, the tool allows you to examine employee performance based on an online report to work on the improvement of your human resources.