Sales Force Automation Chirayu and Sandeep

7/28/2019 Sales Force Automation Chirayu and Sandeep

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19/04/2013 Sales Force Automation 1

Chirayu S Choubisa - 10

Sandeep Pande - 66


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Agenda Overview of Software

Module and Software Functions

Benefits to Businesses that use SFA How SFA helps the Sales Process

Run down of emerging Technologies

Case Study: Heineken USA

Conclusions



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SFA is included in CRM due to the fact that it handles much of

the same information

Sales Force Automation focuses on supporting sales

representatives

While CRM entails finding obtaining and retaining customer

relationships

Software overview



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Increased visibility and versatility

Customizable data views

increase sales successfulness

Customer awareness

Benefits/Features



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Mobile Sales Support

Knowledge Base

Lead territory and opportunity management

Contact Management

Key Modules



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Sales Force Automation Tools Sales Process/Activity Management

Include a sequence of sales activities

Guide sales reps through each discrete step in the salesprocess

Opport

unity

Genera

ted

Opportunity

Generated

Lead

allocated

Prospect

contacted

Prospect

qualified

Solution

identified

Order

placed

Sales

process

Sales

activity


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Sales Force Automation Tools Sales Process/Activity Management (cont)

Offer calendars to assist in the planning of key customerevents Proposal presentations Product demonstrations

Alarm Reminders Signal important tasks

Generate documents as they are needed Make decisions based on the users input

Generate a mailing suggestions


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Sales Force Automation Tools Sales and Territory Management

Tools that enable sales managers and executives on-demand accessto sales activities

Before, during and after the order Enables managers to set up sales teams and link individual

accounts, regions and industries.

Allows tracing of territory assignments and monitor pipelines andleads for individual territories.

Allows optimization of individual teams


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Sales Force Automation Tools Contact Management

Deals with organizing and managing data across andwithin a companys client and prospect organizations.


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Sales Force Automation Tools Lead Management

Also known as opportunity management and pipelinemanagement

Track customer account history Monitor leads

Generate next steps and

Refine selling efforts online

Allows sales management to automatically distribute client leads toa field or telemarketing rep based on the res product knowledge orterritory


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Sales Force Automation Tools Configuration Support

Automatically factors in complex customer attributesand requirements to build a solution from scratch

Among the companies who may use such tools

Computer technology vendors

Appliance manufacturers

Telephone companies


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Knowledge Management Many CRM tools geared to SFA include functions

specific to accessing and conversing on a range ofcorporate documentation to supplement sales effortsand provide fast data during the heat of a sale.


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SFA and Mobile CRM From Client/Server to the Web

SFA functionality now rests on a headquarters Webserver running CRM software

Eliminates the traditional support costs of managingcommunications

Resource expenses are less than those needed to supportthe old client/server mode.


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SFA and Mobile CRM From Client/Server to the Web

Simplifies access by allowing a company to outsourceremote access to the ISP

Laptop config and support costs are reduced

It staff now manage and protect critical customer data ina central location at headquarters

Risk of deleted files, smashed laptops, or lost sales repsare dramatically reduced.


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SFA and Mobile CRM SFA Goes Mobile

Support for handheld devices is the next step in the evolution. According to the Aberdeen Group, 74 million people will have

access to the Web via wireless technology by the year 2004. PDAs Cell phones Web Phones Two-way pagers Tablet PC, Etc.


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SFA and Mobile CRM Benefits of Mobile CRM

Requires much less time than traditional fax or email

Field staff have access to info and can update making

companies smarter about their customers Real time alert about vital customer events

Just-in-time personalized messages

Provides field staff with access to vase amounts of

information


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SFA and Mobile CRM New wireless protocols such as WAP

Bluetooth

New standard for short-range wireless communications Research the various wireless protocols and Bluetooth


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Sales Force Automation Tools Field Force Automation (FFA)

Part customer service and part sales force automation

Also known as field service management Field technicians receive dispatch orders via their PDAs,

pagers, and cell phones

Making use of these same devices during the actual

repair.


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An SFA Checklist for Success Understand how SFA will help, and enlist salesperson

stakeholdership at the beginning

Initial requirements gathering

Rollout tool

Communicate the value to the sales force up front

Invest in-and enforce-training.


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An SFA Checklist for Success Beware of inherent sales processes packaged into SFA

tools Customize YOUR sales process

Understand the infrastructure necessary to supportwireless technologies

Let SFA use affect sales compensation.

Change hiring practices and job role descriptions to

include use of CRM


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Sales Process



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Definition: Software as a Service is a software deliverymethod that provides access to software and its functions

remotely as a Web-based service

Emerging Technologies: SaaS



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Benefits of SaaS applied to SFA

Cheaper

Easier

Takes less time to implement

Free updates

Enable customization

Less bugs and errors

To sum up SaaS is a less risky method than traditional software

use for SFA.



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Salesforce.com

Leading company in SaaS

Large portfolio of applications

Most of the business is in SFA solutions

Good for restricted budget

Access via smartphones

video

http://www.salesforce.com/crm/sales-force-automation/mobile-crm/demo/iphone.jsphttp://www.salesforce.com/crm/sales-force-automation/mobile-crm/demo/iphone.jsp


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America: Case Study

addidas sells sporting goods , apparel and footwear, toretailer customers such as Foot Locker.

Located in Portland, Oregon

Sales force team consists primarily of 200 sales reps



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Business Problem

Sales Reps had to constantly be away from the office to meet

with customers. They are said to travel 6O% of the year !!!

Because of this sales reps needed access to companys Inventory

system for :

Checking products in stock

View a customer order



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Business Problem No mobile SFA solution meant:

Sales reps had to either check inventory before they left the office or

call into the back office to access inventory data.

Due to this 2 issues arose:

1. A lack of visibility due mainly to no real time access to data

2. Delays in execution due to constant calls to back office.

Extra work and stress!



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Developing A Solution

Decided to develop a solution for use on the

already in use BlackBerry cellphones.

Wireless network access that was needed by the

app was provided via AT&T.

The functionality to access the companies ERP

inventory data was provided via their Atlas2Goapp.

A custom JAVA app developed by an in-house

developer



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What does it do? The custom mobile app interfaces with Atlas2Go to provide reps

with the ability to perform inventory queries

Also the app allowed reps to send emails containing desired

product information

Collects Sales Data



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Benefits To Addidas Real time access to inventory

data, thus sales reps can supply

current information to customers

No more interruptions in the back

office from sales reps.

Real-time access avoids customer

disappointment.



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Issues with Implementation?

Solution addressed key problems in addidas business process:

Lack of visibility

Delays in Execution

Also the company used what it already had:

Blackberry technology

Already developed Atlas2Go app

Translates to a small cost of $10,000 taking only 2weeks to

implement!



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The EndQuestions


Documents

Sales Force Automation Chirayu and Sandeep