Automation of this sales system is often referred to as Sales Force Automation (SFA). Basically, SFA is a system that can simplify business processes and tasks that are usually carried out by the sales team. Its goal is to make business processes more efficient and the sales team can focus on making sales.
In almost all businesses, sales are the spearhead of the company’s growth rate. It is not surprising that this profession is always highly paid, even though the challenges that accompany it are also high. Although the main task is to generate turnover, actually every salesperson has a different character depending on the type of company business. In the distribution business, the sales force is often referred to as the sales force. They are the ones who are in the field, opening up market opportunities, monitoring the absorption of products to arranging the delivery of goods to wholesalers and retailers. The complexity of the salesforce task makes every company required to build a system that can automate all the functions in it.
The following are some of the functions that SFA can automate :
- Order and purchase process
- Tracking the whole sales process
- Monitoring the location and presence of sales with GPS
- KPI salesforce
- Reporting and analytics.
Then, what exactly is the SFA detail function?
- Make sales management more efficient
As explained earlier, selling is a complex process. Sales are not only the process of handing over the goods and then a transaction occurs, but more than that, there are many processes that accompany it to arrive at the transaction.
For example, a salesperson must know with certainty his target market, know the distribution area of his products to know the character of his customers. Another tough task is that each salesforce is required to make periodic reports, which are often still found to be done manually. It is undeniable, the complexity of these processes actually ends up consuming more time than the core task of a salesperson, namely increasing turnover.
SFA makes almost all of the above processes digitized and integrated with other functions in the business. Ultimately, SFA will ease the work of the salesforce and allow them to focus on their primary work of expanding the market and acquiring new customers.
- Simplify the Upselling and Cross-Selling process
Through the sales data contained in the system, SFA can assist marketing processes including up-selling and cross-selling. Both of these activities are basically part of a promotion or marketing gimmick. With SFA, the sales team can decide which products can be given an upselling program and which ones can be cross-selling.
The goal, of course, will increase the number of products absorbed in the market and ultimately provide new income for the company.
- Save operational time
One of the benefits that can be obtained from Sales Force Automation (SFA) is that it can save time, costs, and sales team personnel. If it used to take a long time to present customer data reports, record daily visit reports, and other administrative activities, with Sales Force Automation (SFA) you can present data in real-time and can be accessed via your smartphone anywhere.
In addition, SFA will reduce errors in data input for sales tasks that used to be done manually and took a long time. This means that with SFA, sales staff can more easily update the data anytime and anywhere because it is cloud-based.
- Improve service and build relationships with customers
This SFA application is designed to assist the marketing department in attracting and retaining customers, account management, and most importantly to provide profit from sales. In addition, SFA also helps managers both in activities that are directly related to customers and internal company activities that are always struggling to meet customer demands.
With optimal service, a good relationship is formed between the customer and the salesperson.