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Sales Force Automation

1
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
2
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
3
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?

4
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?

5
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?

6
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.

7
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

8
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
9

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