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Published October 13th, 2016 by

A Step-by-Step Guide of Sales Force Automation for Small Business

A Step-by-Step Guide of Sales Force Automation for Small Business What if you were able to streamline your sales processes and become more productive? What if you were able to predict your revenues each month and know exactly what products are always sold out? What if you don’t need to spend a lot of money in your sales productivity costs but get great results? All of these can be done by using sales force automation software. It makes your sales cycle simpler and easier to use. It also maximizes your revenue growth. Continue reading to find out a systematic guide of sales force automation (SFA) for businesses.

What’s the Definition of Sales Force Automation?

Sales force automation is a type of system that automates sales processes that can be customized. It streamlines the sales force cycle and deals with everything around sales. This includes training the sales team, generating sales, sales forecasting, provide sales reports, automating sales tasks, and tracking customer activities especially their purchases. Each software has its own features. Some may have functions that others may not have. If you want to know more about what kind of features this software offers, read CrowdReviews.com’s reviews of sales force automation software.

Why Sales Force Automation?

Sales force automation can be used by any type of business. However, it can also be used by others that are having a hard time with their sales. If your business is having difficulties in one or more of the scenarios below, try getting one of the best sales force automation software in today’s market to give you the edge against your competitors.

  • Unable To Increase Market Revenues or Profits. The software can use up selling and cross selling techniques to customers based on the customer preferences. The data can also be used in future campaigns.
  • Unable To Provide Excellent Quality Customer Service. The software makes sure that your customers’ needs are catered to in a timely manner. Because customer data is organized, they also provide a fast and efficient way to answer customer’s questions.
  • Unable To Provide Any Long-term Customer Relationships To Bring in Loyal Customers. The software can help create a personalized interaction with customers, increasing the chance of them staying.
  • Unable To Cope Up With Other Competitors and Has a Higher Sales Cycle Time. The software finds out what the competition is doing and find out what methods were effective for them and what was not. They now compile those that were effective and can be used for the next sales campaigns and eliminate techniques that was ineffective.
  • Unable To Train and Develop Members of the Sales Team. The software has an excellent form of communication across all team members, which helps in developing and informing the team on what to do.
  • Unable To Make the Correct Choices for Sales Campaigns. The software provides accurate data that can be used for decision-making situations.
  • Unable To Develop Sales Managers’ Roles and Responsibilities. The software gives out useful information that sales managers can access. It’s also easier for the sales manager to give out tasks to their team members because of the software’s manageability an ease of use.
  • Unable To Manage the Teams’ Sales Team and the Ability To Be Effective. The software determines what areas the sales team needs to improve and find out what areas they need to focus on.
  • Unable To Manage and Analyze Customer Data. The software manages and organizes customer data that makes it a breeze when looking for information. This data can then be used to answer customer queries or use it for future sales campaigns.
  • Unable To Forecast Sales. The software provides accurate sales data and can accurately determine sales using the customers’ data, purchase history, and a lot more.
  • Unable To Assess and Interpret Current Trends. The software can generate information in real time and can do research about the current trends in the market today. Using this information, you can arm yourself with the knowledge that your competitors may not have.
  • Unable To Maximize Sales Opportunities. The software makes sure that any sales opportunities will not be missed. Follow-ups and notifications are always visible to make sure that everything is covered. Sales teams can be more focused on their work as they know when to follow up their leads.
  • Unable To Prioritize the Sales Tasks. The software knows which ones should be the main focus on the activities based on importance. This would depend on the categories you choose. You can prioritize contacting your cold leads, following up on leads or a closed sale.
  • Unable To Keep Up to Date. The software provides real time information for the sales team to figure out where to focus on. This information includes sales opportunities, past sales history, and current sales figures. It also helps them modify any changes that may arise.

The importance of sales force automation software greatly helps in any type of industry. All businesses stay in business because they have a productive sales structure, with proven methods and a great software to guide them. Using the software will help companies stay in business and thrive.

What Can It Do for My Small Business?

There are many benefits of sales force automation software, especially for small businesses. We’ve listed 5 main benefits below.

  • Closes More Sales. This is the most vital benefit of a sales force automation. A sale is always in the heart of any business and is an significant asset in every small business. It allows collaboration with key people, determining what sales are pending, and has enough resources to be able to close the deal.
  • Gives Reminders and Follow-ups on Sales Opportunities. Using a diary, calendar, or a to-do feature provides the sales team notifications on their scheduled appointments and other activities. It also helps you use whatever platform your customer use, whether it’s via email, phone, website support, or even snail mail.
  • Analyzes Market Trends. Both recent and previous customer data and market trends can help you find out what is the next thing your customer can do. Customer preferences change, and there’s a big impact with other external factors. Using this data can help figure out what’s the next customer shift or behavior in the market.
  • Provides Accurate Forecasting. As mentioned earlier, the software collects and manages all the customers’ data. This data can be used to know where exactly the customer’s sale cycle is and guide them through the process until they make a sale.
  • Gives Recommendations on the Weak Point of the Sales Campaign. Even though you believe that there’s nothing wrong with your sales campaigns, they can easily pinpoint and remove any errors or obstacles that may occur.

All of this information can be provided in real-time with consistent and accurate data that can help your sales team. It provides customer interaction, coordinates with everyone on the team, and streamlines content. It greatly saves businesses their money and precious time. Because of this, it is recommended that sales force automation for small business is used.

What Are the Best Practices of Sales Force Automation?

Sales force automation tools are great to have but you’ll be able to maximize its potential by following certain practices that help improve your business. Here are the four best practices of a sales force automation. These are the following:

  • Create a Sound Strategy and Objectives. First, evaluate your sales process and create strategies and objectives. A specific list of details of your business goals and objectives can add visibility to your sales process. You’ll be able to monitor your metrics. Metrics may be in the form of reduced costs, increased revenue, increased cross-selling instances, reducing sales cycle times, and a lot more, depending on what objective you have created. Everyone knows their roles and responsibilities and will prevent any confusion on what they need to do on their tasks.
  • Customer Knowledge. Find out what your customer’s needs and wants and make a personal interaction. If you know your customers well and personalize your dealings, there’s a bigger chance that they will come back for more.
  • Identify what are the weaknesses in your processes and set goals to resolve them as soon as possible.
  • Support Systems. Once the software has been implemented, you need to make sure you set and attend meetings on a regular basis. Using the reports, you can also track accurately the progress of your sales campaigns.

If you are using a sales force automation software for your business, make sure to focus on the following key things as a best practice to ensure you have a great success in your business.

Sales force automation is not only for small business but also for any type of business that wants to manage and organize their sales activities in a timely manner and close deals fast. The best sales force automation software should have all of these and maybe even more.

Just by reading this article does not let you become successful. You need to try the software too. The only way to experience how sales force automation greatly influences your sales is by putting it into the test. Why not read CrowdReviews.com’s reviews of sales force automation software to be able to follow this guide on your new software now?

Jeev Trika

Jeev is an executive leader with successful experience building research portals which recommend the best products and services in various highly competitive verticals.

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