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SALES FORCE AUTOMATION
SHEETAL WAGHMARE
M.TECH (Computer Science & Data Processing)
IIT KHARAGPUR
EMAIL-ID: shitu2iitkgp@gmail.com
sheetalw3@gmail.com
SFA
Abbreviated SFA, sales force automation is a
technique of using software to automate the
business tasks of sales, including order
processing, contact management, information
sharing, inventory monitoring and control, order
tracking, customer management, sales forecast
analysis and employee performance evaluation.
SHEETAL WAGHMARE
IIT KHARAGPUR
Keywords
Sales
Potential
Lead
Prospecting
Account
Opportunity
SHEETAL WAGHMARE
IIT KHARAGPUR
PURPOSE OF SFA
 Increase Revenue
 Reduction in Cost of Sales
 Customer Retention due to Company, Not Product or Service
 Sales Force Increasing Mobility
 Easy Available Customer
information with Single View
SHEETAL WAGHMARE
IIT KHARAGPUR
BARRIER TO SUCCESSFUL SFA
 The real challenge for SFA is that it must convince the salesperson that it
will help them to be more effective personally, do their job better, and help
them make more money
 It is also critical to roll out quickly to show a return on investment as fast
as possible. Sales persons are skeptics and individualists. Because they
will always look for excuses not to use any corporate-mandated
solution, they must feel part of the process and find that the process has
something to offer them, not just the organization.
SHEETAL WAGHMARE
IIT KHARAGPUR
SHEETAL WAGHMARE
IIT KHARAGPUR
eBusiness Evolution
1990 1995 20001998
CSS Marketing Automation
SFA
CRM
eBusiness
Internet
Cascading Style Sheets (CSS) is a style sheet language used for describing the presentation semantics
(the look and formatting) of a document written in a markup language. Its most common application is
to style web pages written in HTML and XHTML, but the language can also be applied to any kind of
XML document, including plain XML
SFA FUNCTIONALITY
The difference between the different SFA packages available is
nominal.
(a) Depth provided.
(b) Look and Feel of the Interface.
(c) Transparency to the user.
SHEETAL WAGHMARE
IIT KHARAGPUR
SFAApplications from leading vendors
(1)Contact Management
(2)Account Management
(3)Opportunity Management
(4)Lead Management
(5)Pipe-Line Management
(6)Proposal Management
(7)Quote Generation
(8)Order Tracking
(9)Sales Quota Management
(10)Territory Management
(11)Commission Management
SHEETAL WAGHMARE
IIT KHARAGPUR
Contact Management
SHEETAL WAGHMARE
IIT KHARAGPUR
Contact Management
Account Management
Account Management
Opportunity Management
SHEETAL WAGHMARE
IIT KHARAGPUR
Opportunity Management
SHEETAL WAGHMARE
IIT KHARAGPUR
Lead Management
The general principles of lead
management create an ordered structure
for managing volumes of business
inquiries, frequently termed leads.
The process creates an architecture for
organization of data, distributed across the
various stages of a sales process.
Increases lead conversion rates i.e.
helps in getting more customers from the
database of leads
Lead Tracking
Standardizes lead qualification best
practices. This module allows you to
identify and adapt the best industrial
standards for accepting or rejecting a lead
Pipe-Line Management
 Management of the long term sales cycle is called Pipeline
Management and involves identifying sales stages and what needs to be
accomplished in each stage.
It also include reviewing sales potential, managing lead
flow, forecasting sales and revenue, managing customer
relationships, evaluating issues affecting sales, and laying out a plan to
fix those issues.
It is nothing but a sequential process for executing the business task.
• Initial contact
• Qualification
• Meeting
• Proposal
•Closed : Won or Lost
SHEETAL WAGHMARE IIT KHARAGPUR
 Quote Generation
It is a simple tool that generates quotes for customers
 Order Tracking
This feature tracks the status of the order and the product delivery
 Sales Quota Management
It take the overview of how the individual sales person is doing
relative to their quotas within some defined time segment
 Territory Management
It means a new person takes over an existing territory or a
territory can be redistricted and re-divided among existing salespeople
geographically
 Commission Management
This tool calculates the commission for salespeople
SHEETAL WAGHMARE
IIT KHARAGPUR
SFA: THE TECHNOLOGY
Combination of functionality and the flexibility of Technology
makes SFA successful
Data Synchronization:
Data synchronization technologies are designed to synchronize
a single set of data between two or more devices, automatically
copying changes back and forth..
 Data synchronization can be local synchronization where the
device and computer are side-by-side and data is transferred
or remote synchronization when a user is mobile and the data is
synchronized over a mobile network.
SHEETAL WAGHMARE
IIT KHARAGPUR
Flexibility and Performance of Data synchronization
High-performance synchronization requires powerful database capabilities
and performance, currently available only in databases such as Microsoft SQL
Server or Oracle.
The synchronization engine must be
database independent to allow different
database systems to reside on remote
and host systems
Each user or office can also be given only the slice of information that is
relevant to their work. Partitioning the data reduces the bandwidth required
to synchronize databases across a network. You can also use partitioning to
increase data security by limiting access without requiring all data to be
stored in a single secure location.
SHEETAL WAGHMARE
IIT KHARAGPUR
Reporting Tools
Reporting is the creation of customized onscreen or printed views
that provide the viewer/reader with information specifically in the
form they want and with the content they want.
Lack of or poor reporting can lead to bad strategic or tactical
decisions, redundant work efforts, and missed opportunities
(ETI-Ethical Trading Initiative)
SHEETAL WAGHMARE
IIT KHARAGPUR
SEAGATE’S CRYSTAL REPORTS
Crystal Reports has a strong report-processing engine that is newly
Web optimized
It uses dynamic data sources
to generate reports by passing
the report as it is generating
to the client’s browser page
by page, not report by report
Even more interesting in
Crystal Reports 8.0 is the
use of Dynamic HTML
(DHTML) so the reports
can be seen on your
screen in real time
SHEETAL WAGHMARE
IIT KHARAGPUR
What are the different barriers to successful SFA?
Discuss data synchronization process for SFA. Why a flexible
technology is required?
Discuss the importance of Reporting tools with reference to sales
force automation
Explain Pipeline Management.
Explain some of core functionality of sales force Automation
SHEETAL WAGHMARE
IIT KHARAGPUR

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Sales Force Automation

  • 1. SALES FORCE AUTOMATION SHEETAL WAGHMARE M.TECH (Computer Science & Data Processing) IIT KHARAGPUR EMAIL-ID: shitu2iitkgp@gmail.com sheetalw3@gmail.com
  • 2. SFA Abbreviated SFA, sales force automation is a technique of using software to automate the business tasks of sales, including order processing, contact management, information sharing, inventory monitoring and control, order tracking, customer management, sales forecast analysis and employee performance evaluation. SHEETAL WAGHMARE IIT KHARAGPUR
  • 4. PURPOSE OF SFA  Increase Revenue  Reduction in Cost of Sales  Customer Retention due to Company, Not Product or Service  Sales Force Increasing Mobility  Easy Available Customer information with Single View SHEETAL WAGHMARE IIT KHARAGPUR
  • 5. BARRIER TO SUCCESSFUL SFA  The real challenge for SFA is that it must convince the salesperson that it will help them to be more effective personally, do their job better, and help them make more money  It is also critical to roll out quickly to show a return on investment as fast as possible. Sales persons are skeptics and individualists. Because they will always look for excuses not to use any corporate-mandated solution, they must feel part of the process and find that the process has something to offer them, not just the organization. SHEETAL WAGHMARE IIT KHARAGPUR
  • 6. SHEETAL WAGHMARE IIT KHARAGPUR eBusiness Evolution 1990 1995 20001998 CSS Marketing Automation SFA CRM eBusiness Internet Cascading Style Sheets (CSS) is a style sheet language used for describing the presentation semantics (the look and formatting) of a document written in a markup language. Its most common application is to style web pages written in HTML and XHTML, but the language can also be applied to any kind of XML document, including plain XML
  • 7. SFA FUNCTIONALITY The difference between the different SFA packages available is nominal. (a) Depth provided. (b) Look and Feel of the Interface. (c) Transparency to the user. SHEETAL WAGHMARE IIT KHARAGPUR
  • 8. SFAApplications from leading vendors (1)Contact Management (2)Account Management (3)Opportunity Management (4)Lead Management (5)Pipe-Line Management (6)Proposal Management (7)Quote Generation (8)Order Tracking (9)Sales Quota Management (10)Territory Management (11)Commission Management SHEETAL WAGHMARE IIT KHARAGPUR
  • 15. Lead Management The general principles of lead management create an ordered structure for managing volumes of business inquiries, frequently termed leads. The process creates an architecture for organization of data, distributed across the various stages of a sales process. Increases lead conversion rates i.e. helps in getting more customers from the database of leads Lead Tracking Standardizes lead qualification best practices. This module allows you to identify and adapt the best industrial standards for accepting or rejecting a lead
  • 16. Pipe-Line Management  Management of the long term sales cycle is called Pipeline Management and involves identifying sales stages and what needs to be accomplished in each stage. It also include reviewing sales potential, managing lead flow, forecasting sales and revenue, managing customer relationships, evaluating issues affecting sales, and laying out a plan to fix those issues. It is nothing but a sequential process for executing the business task. • Initial contact • Qualification • Meeting • Proposal •Closed : Won or Lost SHEETAL WAGHMARE IIT KHARAGPUR
  • 17.  Quote Generation It is a simple tool that generates quotes for customers  Order Tracking This feature tracks the status of the order and the product delivery  Sales Quota Management It take the overview of how the individual sales person is doing relative to their quotas within some defined time segment  Territory Management It means a new person takes over an existing territory or a territory can be redistricted and re-divided among existing salespeople geographically  Commission Management This tool calculates the commission for salespeople SHEETAL WAGHMARE IIT KHARAGPUR
  • 18. SFA: THE TECHNOLOGY Combination of functionality and the flexibility of Technology makes SFA successful Data Synchronization: Data synchronization technologies are designed to synchronize a single set of data between two or more devices, automatically copying changes back and forth..  Data synchronization can be local synchronization where the device and computer are side-by-side and data is transferred or remote synchronization when a user is mobile and the data is synchronized over a mobile network. SHEETAL WAGHMARE IIT KHARAGPUR
  • 19. Flexibility and Performance of Data synchronization High-performance synchronization requires powerful database capabilities and performance, currently available only in databases such as Microsoft SQL Server or Oracle. The synchronization engine must be database independent to allow different database systems to reside on remote and host systems Each user or office can also be given only the slice of information that is relevant to their work. Partitioning the data reduces the bandwidth required to synchronize databases across a network. You can also use partitioning to increase data security by limiting access without requiring all data to be stored in a single secure location. SHEETAL WAGHMARE IIT KHARAGPUR
  • 20. Reporting Tools Reporting is the creation of customized onscreen or printed views that provide the viewer/reader with information specifically in the form they want and with the content they want. Lack of or poor reporting can lead to bad strategic or tactical decisions, redundant work efforts, and missed opportunities (ETI-Ethical Trading Initiative) SHEETAL WAGHMARE IIT KHARAGPUR
  • 21. SEAGATE’S CRYSTAL REPORTS Crystal Reports has a strong report-processing engine that is newly Web optimized It uses dynamic data sources to generate reports by passing the report as it is generating to the client’s browser page by page, not report by report Even more interesting in Crystal Reports 8.0 is the use of Dynamic HTML (DHTML) so the reports can be seen on your screen in real time SHEETAL WAGHMARE IIT KHARAGPUR
  • 22. What are the different barriers to successful SFA? Discuss data synchronization process for SFA. Why a flexible technology is required? Discuss the importance of Reporting tools with reference to sales force automation Explain Pipeline Management. Explain some of core functionality of sales force Automation SHEETAL WAGHMARE IIT KHARAGPUR