Sales Force Automation

1
Sales Force Automation
2
What kind of things do SFA programs do?

• Lets look at Siebels End User Product
  Comparison
• http//www.siebel.com/siebelsales/siebelsalescomp.
  html
• Others
• www.saleslogix.com
• www.baan.com
• www.clarify.com

3
How to Ensure a Successful SFA project

• Software must be a good match for company
  requirements..
• Must feel comfortable with the vendor
• Most of the information in the rest of the
  lecture is from Sales Field Force Automation
  Online http//www.sffaonline.com

4
Need to find out info from within the firm

• What are our goals objectives?
• Ex. Enhance communication between field force
  customer support
• What are our sales processes? Are they changing?
  Do they need to beimproved?
• Do we do internal or external sales? Team
  selling? Short/Long sales cycle?
• What can we afford? Now? Later?

5
Need to find out from potential vendors

• What is your pricing? Are volume discounts
  available?
• What platform are you using?
• What level of customization do you offer? Can you
  integrate with our current systems?

6
Check out the vendor

• What is the vendors history- revenue- software,
  hardware, customization?
• How long have they been in business?
• How long have they been selling SFA software?
• How are they staffed? Full-time vs. contractors?
• How many people use the product?
• What is the vendors financial picture?
• Do the references check out?
• How are their facilities?
• What is their strategic direction?

7
How to get buy-in from the sales reps?

• Involve them at the beginning
• Really look at the sales process? What can they
  carry in to the customer/prospect?
• Clairol Example
• Training, training and more training train the
  trainer type programs
• Keep value salient not just another thing to do.

8
What about the web?

• Most top CRM vendors now also offer web-based
  products
• Advantages
• easy to access from anywhere (and by multiple
  channel members- distributors/customers)
• centralized administration makes it easier to
  maintain and update- no synching
• intuitive and easy for existing web users
• platform independent
• Disadvantages
• everyone has to have access all the time
• leads generated may be poor
• security issues

9
What about the web- do we still need reps?

• Web offers another channel will probably change
  reps jobs, but not displace them.
• For example, reps will move from canned
  presentation responsibilities to needs assessment
  and problem solving
• Look at each step of the selling process see
  where the web can enhance the process needs
  assessment vs. order taking vs. servicing vs.
  informing