1. DAMITH LIYANAGE
M. ALGAMA
Sales Force Automation

2. Introduction to Sales Force Automation(SFA)
 Customers are the Life of every business.
 At any scale of business ( small /medium / large
enterprises), would invest on maintain their existing
customers and to capture new market for their
sustainability of the business.
 Sales Force Automation is an important Customer
Relationship Management (CRM) tool that helps you to
streamline the activities of your sales team.

3. Introduction to SFA cont..
 It is a tool that Originate to Improve Sales force
Productivity.
 Which encourage the people document & communicate
their field activities.
• Support and cultivate customer relationships which
improves the customer satisfaction.

4.  Sales Process/Activity Management.
 Sales Territory Management.
 Contact Management.
 Lead Management.
 Knowledge Management.
Main Categories of SFA

5. Sales Process /Activity Management
Process Management
 Sales Process mapping.
 Flexible to adjust with the company specific requirement and
ability to carryout timely changes as required.
 Grouping the process activities according to the team goals.
 Specialization of resources.
 Sales process automation.
 Sales Managers are on the field with online information.
Activity Management
 Offer calendars to assist in planning of key customer events.
 Automates both individual and organizational to-do list
 Provides valuable post facto analysis of a sales cycle; which
allows the team to examine the duration and procedures
involved in critical tasks.

6. Enable to manage large scale operation with
timely data which offers data and reporting
options to provide on-demand access to sales.
Adequacy in getting linked with headquarters
specialists will help to have good after sales
services .
Sales Territory Management

7. Subset of sales force automation that deals with
organizing and managing data across and within a
company’s client.
 capability to track where customers are and who they are
in terms of their influence with sales management
functions.
Contact Management

8.  Sales people follow a defined approach to turning
opportunities into deals
 Sales reps can follow prescribe tactics when dealing with
customers.
Lead Management

9. Knowledge Management(KM)
 The more information, the better.
 To effectively use this information sales people need easy access to it.
 This is a systems that can locate and store this information and provide
users with a single application.
 Geographical boundaries are now non-existent.

10. What do we need to perform SFA

11. Advantages
 Produce effective and efficient sales force in the front
end of the business.
 Enhances customer relationships
 Timely ,accurate data converts to information for
decision making.
 Easy, centralized tracking of customer information.