SFA stands for Sales Force Automation and refers to all actions aimed at automating the sales process of a sales network, with the aim of making the negotiation phases as automated as possible, reducing the time required from dealers to manage these routine actions and reducing the margin of human error.

This is a different approach to sales than CRM as SFA software focuses not on customers but directly on the sales process and has the primary objective of monitoring the productivity of its sales force by measuring the quality and effectiveness of the work done by teams and individual suppliers. The main objective is to solve logistical and practical problems related to managing acquired contacts or closing negotiations. It is mainly an internal optimization tool that focuses on the company itself!

WHAT FEATURES DOES IT OFFER? 🧐

First of all, and probably what interests you most, can significantly increase your sales. In what way? These tools are designed to provide you with all the information you need to optimize your business.

  • An SFA can show you which are your fastest growing customers and which are the fastest growing. It can provide you with valuable information on orders, promotions and conditions at each of your stores, monitoring based on your KPIs…
  • They also offer you a comprehensive analysis of your activity in each case, so that you can draw your own conclusions and decide how to act.
  • The fact that SFAs act as agendas is what will dramatically improve the organizational skills of your team. It is much easier to plan and conduct a visit if software helps you to do so.
  • It also ensures efficiency in route planning, as if a customer cancels a last minute visit, the geolocation tools that the app includes redirect the worker to a nearby store so they don’t waste time in a particular area.
  • As it is an all-inclusive channel, it creates better team cohesion, as you will all be aware of what is going on all the time; this is also something to take into account. At the end of the day, you all have the same goals, and it is important to stick together to achieve them!
  • Having everything on display on one screen, being able to decide in almost real time, will bring you what you have always wanted: relief. You will know that it is in your hands to improve your productivity by using the information provided by AFS, making the right decision every time.

HOW DOES SFA WORK? ⚙️

The SFA provides a contact management system that keeps track of all connections made with a specific customer, the purpose of the contact and any follow-up that may be necessary. This ensures that sales efforts are not duplicated, reducing the risk of irritation to customers. The SFA also includes a sales lead tracking system, which gives you the names of thousands of potential customers through pay telephone lists or related products’ customers. Other elements of an SFA system may include sales forecasting, order management and product understanding.

More complex and developed SFA systems have features where customers can effectively model the incoming products to meet their needs through online product building systems. This is becoming popular in the automotive industry, where patrons can customize various features such as color and interior features.

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