Using Sales Force Automation with a quality CRM solution like Microsoft Dynamics CRM brings huge benefits to sales teams. Sales process visibility is one of the best ways to increase team productivity and refine any missteps or other behaviors that can lead to less-than-optimal performance. With sales force automation tools, managers get full visibility into the everyday sales operations. Having a full grasp on the pipeline, quality of leads, and the urgency of lead follow-ups improves sales effectiveness dramatically!
Common sales strategies focus first on two primary sources for revenue:
1. Existing clients – Every Sales Manager knows the easiest and most cost effective source of new revenues is existing clients. Earning customer trust and being perceived as a high value supplier requires intelligent and immediate response to client requests. In addition to using an SFA application to respond intelligently to client inquiries, analysis of the data can reveal customer preferences and reveal customer insight which can then be applied to proactive reach out or marketing campaign assignment. Customer relationship history can be used to craft highly personalized sales strategies which deliver high conversion rates and increased Return on Effort (ROE).
New clients. Leads cost money and qualified leads cost a lot of money. However, without leads deal flow comes to a crawl. Today’s Sales Manager has a variety of lead sources and cost structures to choose from. It is not enough to choose which venue or method works, but which one(s) work best from a perspective of ROI and ROE. SFA applications pinpoint lead sources and grant sales and marketing managers the visibility to quantify ROI and ROE by campaign as well as salesperson, territory and other criteria. This facilitates a better marketing budget ROI and a direct link between acquired leads and subsequent sales performance for those leads.
Read the full article here to learn the Sales Force Automation Benefits for Sales Managers!