The document outlines key considerations before implementing mobile sales force automation (SFA), emphasizing its benefits in enhancing productivity and customer satisfaction for businesses of all sizes. It presents ten critical reality checks, including the necessity of defining business cases, understanding sales staff requirements, planning for data validation, and ensuring proper training. Additionally, the document introduces Spec India’s Zoom solution as an effective SFA tool tailored for various industries.

1. 10 Reality Checks to be Performed
Before Implementing
Mobile Sales Force Automation
By SPEC INDIA

2. A Brief on Mobile Sales Force Automation (SFA)
• Mobile SFA – the modern day mantra for enterprises to
achieve business objectives with utmost profitability and
productivity
• Implements the Bring Your Own Device (BYOD) concept and
enhances flexibility, adaptability and scalability
• Caters to any size of business ranging from small sector
segments to large enterprises
• Focuses on sales activities being performed by sales staff and
integrates seamlessly with back office

3. Why should Mobile SFA be implemented?
• Improves revenue and
accelerates profits
• Maximizes Return on Investment
(RoI)
• Increased productivity and
profitability
• Smartens business and drives
performance

4. Why should Mobile SFA be implemented?
(contd.)
• Enhances customer satisfaction
• Efficient co-ordination with sales staff and back
office
• Seamless integration with third party systems
• Provides real time, comprehensive analytical reports
and dashboards

5. 10 Reality Checks to be performed before
implementing Mobile SFA
1. Have you defined your business case?
 Major objectives should be defined
 Primary business owners should be identified
 Critical success factors should be listed down
2. Are you going in for whole hog implementation or partial
implementation?
 Implementation should be planned in phases and not full
 It should be split into logical divisions, one after the other

6. 10 Reality Checks to be performed before
implementing Mobile SFA (contd.)
3. Do you have top management support?
 Senior executives should be supporting this decision
 There should be a clear understanding of business case with the
management
4. Are you expecting IT to execute the project?
 A general myth - Since IT is responsible for infrastructure, it is the
final implementer
 Since sales / field staff are the day to day users, they are the final
implementers

7. 10 Reality Checks to be performed before
implementing Mobile SFA (contd.)
5. Have you understood the sales person’s requirements in
depth?
 Focus to lie on needs and requirements of sales staff
 Functionalities in system to benefit the sales / field staff
6. Does your technology overrule your business execution?
 Need for a flexible solution not stringently tied to technology
 Should be adaptable to changing business needs

8. 10 Reality Checks to be performed before
implementing Mobile SFA (contd.)
7. Have you worked out your data conversion / validation
technique?
 Data cleaning / validation needs to be planned well in advance
 Mismanagement of the data related activities may lead to blunder
8. Have you worked out your training / orientation schedules?
 Training and orientation to the field staff is a vital need, since they
are the end users
 Planning for schedules and logical groping of training members is a
must

9. 10 Reality Checks to be performed before
implementing Mobile SFA (contd.)
9. Is customization required and if so, to what extent?
 Customization is a need but to define its boundaries is equally
important
 Unplanned and too much customization may lead to instability
10. Are you well versed with particulars of third party
integration?
 Third party integration is a must but it is essential to have a limited
number of solutions attached
 Integration with too many solutions will lead to performance issues

10. SPEC INDIA’s ZooM – Mobile SFA solution
An enterprise SFA solution with field sales
automation with a mobile client, back office and
communication services
Ideal for sales force automation in FMCG, Healthcare,
Food & Beverages, Manufacturing units and many
more
Variety of dashboard / report generation

11. Thank You.
To know more about
ZooM: Mobile Sales force Automation Solution
Visit the link below and schedule a FREE DEMO
http://www.mobilesalesforceautomation.net/