Benefits of SFA

• SFA systems provide a means for salespeople to access sales support information (such as stock checks and customer data) in real time.
• Sales personnel can communicate more effectively within the sales team and avoid duplication of sales efforts.
• Sales managers can make decisions according to data which is both current and easy to access.
• Sales managers can better gauge the productivity of sales personnel by developing key performance indicators (such as number of calls per shift, time spent per call, and number of customer complaints).
• Best sales practices can be implemented and standardized across the sales department.

Sales Force Automation Risks

• The cost of a full SFA implementation can be high for some companies. Because many of its features and functions may not be needed right away, you may want to consider integrating only the necessary functions first.
• SFA solutions can complicate what should be a simple process—managing customer relationships and opportunities. Trying to accomplish too much too quickly can sometimes lead to failure to capture return on investment.
• Provide employees with comprehensive initial and continuous training. Poor training can lead to project failure.

Why Use the SFA Evaluation Center?

• Efficiently identify your opportunity management, sales planning, territory management, contract management, sales process management, and other requirements.
• Analyze the capacity of potential SFA solutions to support your company's current and future requirements.
• Understand how potential solutions will support your analytical and reporting requirements.
• Access a repository of unbiased information related to vendors and their products.

Research Articles

Vendor White Papers Related to Sales Force Automation (SFA)
(on www.tecwhitepapers.com)

News Related to Sales Force Automation (SFA)