Transcript Sales Force Automation - Sales Plan & Sales Management

Sales Force
Automation
SFA – Sales Force
Automation

Focus on cultivating customer relationships and

Improving customer satisfaction

Scenario Number One

Scenario Number Two
The Ever-Evolving SFA

Early 1990’s companies with field sales forces were
faced with tremendous amounts of customer
information.

Software vendors realized this unmet and
unrecognized need.

Info about customers was kept in “little black
books” that left with the sales reps.
The Promise of SFA

Putting account information directly in the hands
of field sales staff.

Making them responsible for it with the promise
of…..

Making them more productive.

Synchronize information with the corporate
client/server database.
Sales Force Automation
Tools

Sales
process
Sales
activity
Sales Process/Activity Management

Include a sequence of sales activities

Guide sales reps through each discrete step in the
sales process
Opportunity
Opportunity
Generated
Generated
Lead
allocated
Prospect
contacted
Prospect
qualified
Solution
identified
Order
placed
Sales Force Automation
Tools

Sales Process/Activity Management (cont)


Offer calendars to assist in the planning of key
customer events

Proposal presentations

Product demonstrations
Alarm Reminders

Signal important tasks

Generate documents as they are needed

Make decisions based on the user’s input

Generate a mailing suggestions
Sales Force Automation
Tools

Sales and Territory Management

Tools that enable sales managers and
executives on-demand access to sales
activities

Before, during and after the order

Enables managers to set up sales teams and
link individual accounts, regions and industries.

Allows tracing of territory assignments and
monitor pipelines and leads for individual
territories.

Allows optimization of individual teams
Sales Force Automation
Tools

Contact Management

Deals with organizing and managing data across
and within a company’s client and prospect
organizations.

See p. 84 of the types of questions that can be
answered with this tool.
THIS IS ONLY A PARTIAL VIEW OF THE FULL DOCUMENT. THE REMAINING PAGES ARE
INTENTIONALLY NOT SHOWN. THEY ARE SHOWN ONLY IN THE MEMBERS DOWNLOAD AREA.
HOW TO CRUSH IT – DELIVER A+ WORK
1.
2.
3.
4.
5.
6.
7.
8.
9.
Download the full unrestricted template(s) from the members area
a. Use more than one template alternative to cover all the angles
b. Cut and paste from each to produce one unique to your situation
Determine the thought areas that are critical for delivering excellence
For the “excellence areas” do a competitive benchmarking assessment by using the market research
and market intelligence tools
a. State of the industry – current status and trends
b. State of the competition – existing, new, and those in related markets
c. State of your company – get honest internal and external views
From analysis of the data in #3, develop alternative options
a. Out of the box thinking – use the creativity tools to generate unique ideas
b. Test them and get input and feedback – use the collaboration tools to add value from others with
different perspectives
c. Narrow down to the best option for the “excellence areas”
Complete the template using the best “narrowed” down option
Develop eye catching reports that communicate your results very well and cause reviewers to be
awed by its quality
a. Use the designer power point graphics
b. Use the designer excel charts
Ask for help at any point in the process – contact us online or offline.
Present your report and receive praise for its comprehensiveness and creativity. You are now viewed
as different from the pack.
Get bigger rewards, be in demand, and field better opportunities. Use the personal growth tools to get
the edge.