Alexa Importance of Sales Force Automation in Businesses

Many Benefits of the Importance of Sales Force Automation in Businesses

Small Biz Resources | by Patricia Jones
Importance of Sales Force Automation in Businesses

Increasing competition, longer sales cycles, fragmented lead data, and expanding sales reps together can be a woeful situation. The more effort you put to generate sales, the more likely you are to feel perturbed by reduced productivity.

The Solution: Hence, instead of trudging and slogging for more hours, you must consider how you can get the same job done in lesser time. The solution is simple, find ways to work smarter instead of harder. For when it comes to sales, there is no superior way to accelerate your job than implement a sales force automation software and find the importance of sales force automation in businesses.

Sales force automation software eliminates the time consuming but necessary tasks associated with selling, freeing sales reps from the mind-numbing, repetitive behind-the-scene chores, enabling them to what they do best- Sales.

Sales force automation in CRM helps in 30% increase in sales closures- IDC Survey(2017) Click To Tweet

Unlike other business solutions which cater to specific zones, sales force automation is applicable for all size of businesses. Therefore, irrespective of whether you a one-man establishment working out of your garage or an employee of an organization that offers hundreds of products, SFA software helps in abbreviating sales cycles to assist in increasing sales and so boost productivity.

What is sales force automation?

SFA is more of an automated process that mechanizes and incorporates distinguishing parts of business processes right from client contact administration, representative execution assessment to handling of sales estimates.

In other words, SFA connects every simple component of any business and allows a consistent flow of information through various branches that would otherwise require serious conceptualization over different levels and so the importance of sales force automation in businesses is considered as one of the most indispensable parts of all effective organizations.

Features of sales force automation

Sales force automation is perfectly designed to deal with most business responsibilities if not all. The features of SFA are subdivided into the following zones:

  • Managing sales territories
  • Managing opportunities and tracking competitors
  • Sales forecasting
  • Managing orders
  • Up-selling and cross-selling

Managing Sales Territories

Lead routing and tracking sales territories are the bulwarks that create efficiency in a sales process. Therefore, instead of using the traditional spreadsheet and obsolete software, it makes more sense to use a good easy to use CRM or an free lead generation software that allow you to better manage prospects and leads from the time of their initial capture till the sales are closed.

This is what best small and medium business CRM software along with SFA can do for greater integrity and higher efficiency of the sales process:

  • Automation of lead processing along with better management of sales territories that helps in winnowing out drilling for individual records and aids in saving time, money, and energy
  • Assign leads based on already set proper business rules, which eliminates conflicts over ownership of leads and sales territories
  • Send email notifications to the sales reps to follow up on leads and prospects instantly and thereby improve superior service quality, ensuring a higher number of closed deals

Managing Opportunities and Tracking Competitors

For any company to achieve growth and success it is necessary that it must manage and take advantage of every sales opportunity that comes on its way. Another importance of sales force automation in businesses is that when it is a part of an easy to use CRM software it can provide the organization with the following benefits that include:

  • Find the advantage of maximizing the greater number of sales opportunities and not having to rely only on aggregate lists
  • Find which deals have been lost and which were won, an intelligence that can help to educate your sales team
  • Respond to sales inquiries in a better way creating improved chances of driving return sales and building loyal customers
  • Keep track of the customer transactions individually from the time of their first contact till closing of the sale


Best CRM for small business along with SFA can also provide your sales teams with more teeth, tools that can aid them in making accurate sales forecasts, which include:

  • Calculation based sales forecasting using quotes/orders/opportunities
  • Recurrent revenue as well as booking revenue forecasting
  • Make sales much more predictable by fine-tuning the forecasting methods and making it more accurate with the help of CRM software

Managing Orders

Managing orders with the help of an SFA enabled easy to use CRM software can aid in streamlining the entire order fulfillment procedure and even cut down unnecessary paper works that in turn provide the sales team more time to sell. It also helps the customers to receive their orders in a timely manner, which boosts customer satisfaction and makes them more loyal in the long term to the company.

A good CRM solution must be built around customers and their orders taking into account:

  • Dashboards
  • Reports
  • Customer intelligence

Best small business CRM solution will also allow your sales reps to work their deals via a sales pipeline right up to the time that the sale is effective. With sales force automation you will also be in a better position to convert an estimate into an order with a single click of the mouse without the hassle of involving any great amount of paperwork.

Importance of sales force automation in businesses also represents good order management which will provide your business a means to access latest order information so that seeing the status of the order, your sales reps can understand when it is the ideal time for doing a follow-up.

Customers, on the other hand, can check their order status in a real-time environment via your customer care center or website with the implementation of SFA in a CRM software.

Up-selling and Cross-Selling

The tougher and harder is the competition, the more likely it is that it may erode your customers’ loyalty and thereby affect your company’s bottom line. This is why you need sales force automation in your CRM software, which can show you the history of your past customer orders and then create automated and customized email campaigns to up-sell and cross-sell your products.

SFA helps managers to analyze past sales information, understand order history and the customers’ demography that can help in creating email campaigns that are customer segment specific to improve revenue.

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According to the recent IDC survey, the importance of sales force automation in businesses has produced:

  • 30% increase in sales closures
  • 18% decrease in sales cycle timing
  • 14% drop in sales administration time

Which are substantial reasons for utilizing SFA in your easy to use CRM software for your business in the modern scenario if you look forward to staying in the top of your league.

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