Installing SFA software can solve many business needs. One of the keys to ensuring that the software is actually used is to focus your efforts on addressing one particular challenge. lifts to do. Here are some questions you should answer before you start comparison shopping:

The most common reason businesses opt for SFA is to give their sales managers more control. With an SFA system in place, managers can carefully track their sales team's activities through the entire pipeline. This is not a "big brother" type of application - sales managers already know which employees are selling and which are struggling. However, with the detailed tracking SFA provides, managers can locate choke points in the sales process and work to overcome them.

Another common business need addressed by SFA is creating and implementing a consistent sales process. By defining a series of steps (e.g., follow-up calls at specific intervals, sending demos or literature) for each sales rep to follow, you help standardize your best practices and ensure that important steps are not overlooked.

Other benefits to SFA:

• Improved collaboration - Your salespeople will be better able to work with each other, your sales managers, and if appropriate, other departments, thanks to built-in workflow and routing, shared contact databases, and improved reporting.

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• Enhanced sales productivity - You could see 15% to 35% gains in sales productivity due to improved efficiency and better targeting of leads. This increase is larger in sales organizations that deal with lots of paperwork or high volumes of prospects.
• Improved reporting - SFA systems typically include reports that analyze revenue, forecast opportunities, rate sales campaign effectiveness, and track each sales rep's success.
• Prospect security - An SFA system will make sure that if any of your sales reps leave the company, you will still have detailed information on all their leads and clients.
• Repeat sales opportunities - Existing customers are often a great source of new sales. SFA systems can help you capitalize on this opportunity by improving ongoing communication.