What is Sales Force Automation?
Gone are the days of door to door salesmen that only track the encyclopedias they sell. Today we purchase lists with thousands of names then contact them in a myriad of ways. We call them, email them, invite them, send mail to them and, eventually, sell something to them. Sales Force Automation is a tool that helps us track all of these efforts so that we can stay organized and effective.
According to wikidpedia.com, Sales Force Automation is defined as “Information systems used in marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems.”
The key to a CRM system is the integration between all team members and departments. Marketing records the campaigns they send and the results they garner. Sales records all interactions with prospects and customer service can record any issues that may arise. This creates a front-office ecosystem that eliminates the inter-departmental questions. Wondering if sales followed up with a webinar attendee? Check CRM. Need to know if there are any issues before contacting a customer to up-sell them? Check CRM. All of the answers will be there.
How could sales force automation help your organization be more effective?