Sales force automation (SFA) is a customer relationship management tool that streamlines sales team activities. It improves sales force productivity by encouraging documentation of field activities and cultivating customer relationships. The main categories of SFA are sales process/activity management, sales territory management, contact management, lead management, and knowledge management. SFA provides benefits like producing an efficient sales force, enhancing customer relationships, providing timely data for decision making, and enabling easy tracking of centralized customer information.

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.