Sfa

SFA
By: Shehrevar DavierwalaBy: 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 revenue
II.Reduction in the cost of sales
III.Customer retention due to company
IV.Sales force increasing mobility
V.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. role
e.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 )Management
●
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

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