CRM Solution Software

CRM Software Solutions

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CRM software blueprint
An Executive's Guide to CRM Software

SFA Benefits For Sales Managers

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A critical aspect of sales force automation software and automating sales activities for executives is the ability to accurately forecast. Every sales leader is measured by his or her forecast and held accountable for forecast results. The public markets in particular expect predictability and the capability to achieve forecasted results. Failure to achieve projected numbers can incur a negative Wall Street reaction and has been the downfall of many top sales leaders.

With a centralized database of sale opportunities, managers can respond to changes in estimated sales and prevent fiascos. If the forecasting company is product driven, then inventory must be tied to projected sales with manufacturing lead times estimated so that completed sales can be fulfilled. SFA software statistics provide vital information about historical volatility and seasonality for a business, which leads to improved insight and more accurate estimates. Every division in a corporation is affected by an inaccurate forecast from Human Resources to manufacturing. This is even true for Not for Profit (NFP) entities as well. Failure to raise anticipated funds results in cutbacks throughout a non-profit organization. Exceeding the fund raising quota however, may not have the potentially negative effect in the non profit market as it may in the For Profit public sector. Investors often do not favor a company that does not meet targeted sales. Failure to achieve a forecasted figure is a definite negative for the company, but equally unfavorable is exceeding the target by a wide margin. Beating forecasted revenue or income is often a sign of haphazard projections or sandbagging. Missing or exceeding forecasted results are representative of poor planning and investors prefer entities that are predictable.

In addition to bringing visibility to sales forecasting, a key benefit of Sales Force Automation software for sales managers is the ability to accommodate staff turnover with minimal disruption and without negative impact to the sales pipeline. Having an entity’s sales processes documented, automated, and available to the whole team reduces the learning curve for new team members and increases their chances of success. Reassignment of leads to another salesperson can happen instantly. Similarly, SFA systems often provide for the reassignment of leads, opportunities or customers to new territories and facilitate company reorganizations on the fly.

An SFA software system also allows a sales manager to pinpoint efforts and reach or exceed established sales quotas. Sharing a real-time and centralized sales database provides other important, but seemingly trivial benefits, which, when added together, can increase productivity considerably: automatic scheduling of meetings, ability to respond to a prospect in an informed manner if the salesperson involved is not available, developing strategies for stalled opportunities and a plethora of other routine sales activities each of which is aided with on-demand access to all relevant information.

The Internet revolution has transformed every aspect of sales management and sales success. Information access is a crucial factor in sales success, as is response time. Almost all SFA software on the market today takes advantage of the Internet to provide this competitive edge and several allow anytime, anywhere access. For executives with a remote sales force, the benefit of hosted or on-demand browser-based access overrides almost all others. Without the advantages of the myriad communication channels available today, managing sales personnel deployed nationally or internationally proves tedious, laborious, time-consuming, and almost impossible.  Automating communication channels and sales processes drives a drastic jump in a sales division’s productivity.

 

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CRM Introduction Real World CRM Executives Guide to SFA Marketing Automation Customer Support
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