You’ve shelled out for Sales Force Automation. With a good CRM system, it is entirely feasible to streamline your sales processes and pipeline management. The outcome is that your sales team can concentrate on revenue-earning activities because they are not tied up with time-consuming backend operations.
What you will learn in this article
- What is Sales Force Automation
- Why you need it
- How Sales Force Automation can help small businesses
- What’s the big difference between Sales Force Automation and CRM
- How to get started with Sales Force Automation
What’s Sales Force Automation
It may be known as Sales Force Automation, Salesforce Management, or SFA for short. Essentially it means a variety of software apps to manage your sales team better. SFA gives you automated workflows and creates a smooth and streamlined sales process. With SFA, you can fine-tune:
- your entire sales process
- better manage business leads
- improve sales forecasts
- improve overall team performance
Why you need Sales Force Automation
SFA and its many features are used by many successful sales team to do the following:
- Contact management
- Opportunity management
- Task management
- Email integration
- Diary sharing
As you can see, many potential upsides apply equally to small businesses as they do to multinational corporations. Regardless of the size of your company, small business faces the same challenges as big business.
How Sales Force Automation can help small businesses succeed
All small businesses share many of the same problems and challenges. Here we take a look at where and how SFA can help.
Not to be confused with a contacts book. Contact management instead refers to keeping track of every single interaction you and your company have with customers. With the discipline to use CRM correctly, you can build up a detailed history of all your interactions. This spans phone calls, emails, sales history, and activity for each customer.
Recommendation: Ban Post-It notes as a means of remembering important customer information.
A CRM is only as good as the input. To help with this, most CRM will include some form of task management. This lets you create tasks or reminder alerts about any follow-up action you need to take on a specific date. When you create a reminder or task in the customer profile, the entry integrates with your calendar.
When you open the task, it also pulls up the customer’s data and all the previous communications. Once you complete the task, the customer’s account record is automatically updated. Thanks to this, there is always a complete record of all customer contact.
Recommendation: As above
CRM lets you boss your entire sales pipeline from A to Z. You can track everything that occurs in your sales pipeline from the initial inquiry right through to the closed deal. You can record every step of the way. As each sales opportunity progresses through your pipeline, you can instantly see what is going on. You can then apply probability weighting and forecasting to get a comprehensive picture.
You no longer need to be in the dark about your pipeline’s state of play.
Customer Relationship Management
Sales Force Automation is today typically a feature of all good CRM systems. There is a substantial level of integration between Salesforce and most modern CRM systems. The core idea behind CRM is to track all the stages of the sales process. It records every contact with customers. This includes the purpose of the contact, what happened, and what follow-up, if any, is required.
In this context, contact means everything from a web form or email to phone calls and face-to-face meetings and video conferences. Having this level of fine detail gives you a competitive edge. Not only that, though. You will know what was discussed previously. And avoid giving the impression the left hand is in the dark about the right hand. You will also save you and the customer time by not going back over old ground.
With the advent of cloud-based CRM, Sales Force Automation has taken off. You access the CRM system via a standard web browser. This means you can access and update information wherever you have an internet connection. You are not chained to your office desk. With multiple user accounts, you can have your entire team editing a customer account simultaneously. This, then, gives you a real-time centralized hub for all your customer data.
With remote working becoming the norm these days, this is handy functionality. Whether on the move or working from home, your sales team can see the same information as a colleague in your office. As everything is updated in real-time, there’s no synchronization involved. Therefore, there are no issues with people seeing different information.
Cloud services have proved to be a huge help for small businesses. It levels the playing field and allows small businesses to use CRM at an affordable price point.
Cloud CRMs, in particular, are accomplished when it comes to integration with other apps and platforms. Typically, small businesses will, over time, have evolved into an organization that uses multiple apps and platforms. However, cloud CRM enables small businesses to draw everything together into a single platform. The automation responsible for this integration means you can improve efficiency and productivity.
As well as automating sales processes, cloud-based CRMs can help automate a range of workflows. Doing away with manual processes is always going to be a good thing for business.
Automating your Sales Force can include significant levels of customization to suit your company. As well as running on mobile devices, the design can be pretty niche-specific.
Sales Force Automation vs CRM
The significant difference is in focus. SFA tends to be solely concerned with the sales process. In contrast, CRM does that too but has a much broader outlook that embraces customer experience and driving sales.
So if you want to improve the work of your sales team even more, start today! Contact us or sign in for our free trial to take the first step in the right direction.