Sfa

SFA

By: Shehrevar Davierwala


●Introduction●Definition●SFA-Purpose●Barrier to SFA●SFA-functionality●SFA-Technology●Data synchronization●Reporting tool



DEFINITION

●SFA a candidate for father of CRM, is the answer to the salesperson`s prayers.●SFA is designed to help salesperson acquire & retain customers ,reduce administrative time, provide robust a/c mgt. & basically make salesperson activities something that earns them & their company money.



SFA PURPOSE

I.Increased revenueII.Reduction in the cost of salesIII.Customer retention due to

company IV.Sales force increasing mobilityV.Easily available customer

information with single view



INCREASED REVENUE

●SFA should provide more income in the profit after implementation●If u hav an increase 100% in sales revenues but ur cost of sales has increase ur SFA implementation fails.



REDUCTION IN THE COST OF SALES

●It is reduction in time engaged in reduction in administrative work or other nonsales related efforts.●It reduce time required by sales people in data entry & sales people coordination.



CUSTOMER RETENTION DUE TO COMPANY

●If customers r happy they stay with u●It is relationship with company & perticular sales person●SFA provides u the customer view with the help of customer history & communication ●SFA provides the intelligence & view to better plan



SALES FORCE INCREASING MOBILITY

●They have to do many duties like meeting customers,moving through airports etc.●This like making mobility a competitive issue requiring effective mobile tools such as internet & hand set.



EASILY AVAILABLE CUSTOMER INFORMATION

●Multiple dept.s may be interested in viewing status of customer account within each dept. are individual with diff. rolee.g. vice president,account manager,sales manager●SFA provides an universal view of all available data to all dept. at all times.



BARRIERS TO SUCCESSFUL SFA

●Successful CRM / SFA = Process +Technology●We can benefit by CRM investment only by measurable & repetable selling behaviour●The marriage of Process & technology signals the evolution of Successful CRM .



●It provides organisation with best practices for selling good technology & effective training●SFA emerge to maintain contacts & also manage accounts related to business●In business the relationship is owned by company & not by individual



●SFA is of primary benefit for individual salesperson, sales team ●It enable sales team to work together better●There is shared knowledge of past interaction with the customer & online customer history accounts include contacts & meetings.



SFA FUNCTIONALITY

●SFA has same fundamental features regardless of vendors ●Vendors r only functional addition



CONTACT MANAGEMENT

●It is a basic sales tool that has entire application devoted to it● cm module take on an added degree of complexity when it is integrated to SFA package mainly bcoz it is to be linked to all other modules incorporate●CM covers the basic things like name,address,phone no,company,personal & business information, activities related to individual, attachments related with the individual & level of that decision makers.



●Some applications such as Sieble sales r able to take this CM & create org. charts for sales people so that they can see who they hav to deal with,at what level of customer hierarchy



ACCOUNT MANAGEMENT

●This standard feature allows the salesperson to handle individual corporate account●Each account has multiple links to the infm. Beyond the corporate name & adderss,including the contacts by corporation & the proposed opportunities by corporation.



OPPORTUNITY MANAGEMENT

●This is shown in most SFA modules●The aspect that it covers the specific opportunity the company it belong to,the salesperson or the team that is working on it.●Additionaly competetive information is included here.●E.g . Who is specifically competing for the opp. Against ur company &



LEAD MANAGEMENT

●Inf. Which will help u in reaching & interacting with ur potential customer.●Functionality can be seen as a subset of OM.●SFA package hav strong lead mgt features.



PIPELINE MANAGEMENT

●It is a particular term for the execution of established sales process.●Each company has its criteria for what constitute its sales process.●E.g. 1 company could set up alespersons objectives that r weighted by the steps of the sales process.



PROPOSAL MANAGEMENT

●It is way of coordinating external proposals.●It normally has an overflow which is determined by who is responsible for wht part of proposal.●It can control the effective completion of the proposal by guiding the stages of evalution of cards of proposal.



COMMISSION MANAGEMENT

●This is the tool that calculates comission for sales people.●It looks very simple.●It is not easy thing to implement.●Sales person can often share the opportunities, which complicate the calculation of commissions.



●Additionally depending upon the company,the sales team might hav some private arrangement going.●These arrengements are known to the manager & hav to be prommed into the application so as to cut accurate comission cheques.



TERRITORY (AN AREA OF KNOWLEDGE )MANAGEMEN

T●This is another imp feature that solves a complex problem.●It is not perticularly complicatedd until there is a change in territory.



SALES QUOTA MANAGEMENT

●Normally for sales manager.●It allow them to see hw the individual sales person is doing relative to their quota within some time segment.



ORDER TRACKING

●Track the status of .●This is tied into finance fun.the product delivery



QUOTA GENERATION

●A simple tool that ganereatequota for customer.



OTHER SFA APPLICATIONS

●Competitive inform. System allows a salesperson to do research online.●Telesales campaign mgmt. helps sales managers to design telemarketing campaign .●Other SFA appl. Are expense reporting marketing.



OTHER SFA FUNCTIONS & FEATURES

●s/w distribution to mobile users: this is an infrastructural feature that makes simplify distribution of code to multiple users at a multiple places.● Quote pricing engine: this feature draws customer records, product catalog generates a quote to customer.



●Smthese scripts: these are customized scripts for telly sales●E-briefing: this feature allows creation intelligent discussion●Vioce recognition:



SFA TECHNOLOGY

●SFA is powerful not bcoz of functionality but with the flexibility of technology●This is make SFA useful for professional on the road & manager in headquarters.●One of the most significant technology is data synchronization



DATA SYNCHRONIZATION

●It is the process of updating infom. Among unconnected computers like laptop,mobile,desktop etc.●Each synchronized system gets data that conform data on any other system●Sales people in the field can update their local data & also maintain subset of master data.



●It also allows corporate managers & sales team to share inf. Created by field sales people such as schedule, meeting note



Sfa

Education

shehrevar davierwalaby

sfa functionality sfa

sales manager sfa

sfa purpose

ur sfa implementation

increased revenue sfa

sales team

sales force