Sales Force Automation

(SFA)
 Sales Force Automation (SFA)
 SFA is a tool that can integrate technology with
information and internal processes of sales
organization to coordinate all sale activities.

 Sales Force Automation is typically an IT tool that automates the

sales tasks such of both sales persons and sales managers by
integrating these processes with backend database system.

 The system provides the platform for effective and efficient sales
operation and at the same time provides basis for analysis of data
which is used for planning, sales forecasts and strategy formulation.
 Objectives of SFA
• Coordination of sales processes to make them more
efficient and improve customer interaction.

• It records the information and knowledge of all the stages

in the sales activities and generates the knowledge bank
which is used by both sales persons and sales managers.

• SFA has a contact management system which can track all

contacts that are collected from customer during
interactions, the purpose of the contacts and the schedule
of follow up. This knowledge bank is used by the
organization for future sales-calls and sales management.
Building Blocks of SFA
Today’s SFA
• Sales Process/Activity
Management
• Sales and Territory
Management
• Account and Contact
Management
• Lead Management
• Configuration Support
• Knowledge Management
 SFA Benefits CRM
• Increases likelihood of closing a sale

• Enhances customer relationships, not to mention the bottom line

• The knowledge of the customers which otherwise remains

confined to sales persons become asset of the organization.

• Improvement in Operational Efficiency

• Tool for Future Planning

• Increase in Productivity of organization