Sales Force Automation

SFA_diagram

A SFA, typically a part of a company’s customer relationship management system, is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that may be needed. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sales forecasting, order management and product knowledge.

For the purpose of this article/topic my focus will be on Sage Sales Force Automation

Sales Force Automation (SFA)

It is a management tools that records every sales opportunity that comes into the business from the first phone call to the successful closure of that sales which provide you with a single, comprehensive solution that automates and streamlines all sales cycle in any business.

It allows you to track sales opportunities for existing and prospective customers. Sales personnel can update the status of opportunities through customisable sales workflow steps. They can continually update the estimated possibility of concluding a sale.
Information can be captured on competitors, so that you can recognize and track market related patterns regarding sales lost within the industry.

sfa

You can use this information to give sales personnel and managers an overview of the current sales pipeline, and to produce sales forecast reports.
These reports show actual values, weighted by the probability of closing the sale.

Sales Force Automation is part of the Sage Evolution Contact Management called Resolve Premium.

Sage Evolution Resolve Premium contains more advanced features such as Sales Force Automation, Business Gateway, Calendar, Knowledge Base, Workflow processing, Incident Graphs, Escalations and Contract Invoicing and now also Microsoft Outlook Integration. This module can be purchased as a stand-alone product.)

Objectives

We are going to look at:

  • Capturing New and Old sales opportunities
  • Creating of multiple quotations per opportunites
  • Tracking sales opportunity pipelines and progress
  • Building customer relationship and advancing each stage of sales cycle
  • Evaluate progress at each stage with potential probabilities
  • Track all activities against Sales opportunities
  • Report on your sales opportunity funnels and review their statuses
  • Manager Account managers and track their performances

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