What is Sales Force Automation?

Srushti Badhe
Published on Feb 16, 2024

When software tools automate certain aspects of the sales process, it's known as sales force automation, or SFA. Automation typically concentrates on administrative and repetitive duties that, although necessary, might take a lot of time for sales teams to do. According to reports, non-revenue producing chores account for two thirds of a sales representative's time on average. Sales representatives can focus on more productive aspects of their work, like selling, by delegating these chores to a sales force automation program.

Tasks are typically automated by the SFA program based on predetermined inputs. For instance, if leads don't reply to an initial email after a predetermined amount of days, follow-up emails based on a pre-designated template may be sent to them.

Signup for free demo:

Components of Sales Force Automation

Different sales force automation tools perform different tasks. Some tools even allow users to set up their own inputs and outputs to customise which tasks are automated. Here are some components of sales force automation software.

As an alternative, the software can be configured such that a single action made by a member of the sales team completes multiple jobs. One instance of this is when a manager advances a prospect through the sales team pipeline, automatically allocating responsibilities to team members.

The Purpose of Sales Force Automation:

Tools for sales force automation are designed to help sales teams close deals. The ultimate goal of sales force automation is to increase product sales for businesses. This is accomplished in three key ways:

Permit sales teams to concentrate on the most crucial tasks: Salesforce automation solutions enable sales representatives to devote more time to activities that are more likely to generate sales by relieving them of administrative duties. For instance, arranging meetings, phoning potential clients, or developing plans.

Simplify the sales process to ensure that the best approach is always taken: Additionally, sales force automation can increase the efficiency of the sales process, which may result in sales. Members of the team can neglect to follow up with emails or calls.

Components of Sales Force Automation:

  • Contact Management:
  • Customer Profiles: Maintaining records of customers, including contact information, history, and preferences.
  • Lead Management: Tracking and managing sales opportunities from contact to conversion.
  • Opportunity Management:
  • Sales Pipeline Tracking: Monitoring the progress of sales through different stages of the sales funnel.
  • Forecasting: Predicting future sales performance based on opportunities and data.
  • Account Management:
  • Account Information: Storing data about customer accounts, such as purchase history, preferences.
  • Task and Calendar Management:
  • Activity Scheduling: Planning and organizing sales-related tasks.
  • Reminder Systems: Automated reminders for sales activities and deadlines.
  • Communication and Collaboration Tools:
  • Email Integration: Connecting with email systems to log and communication with customers.
  • Collaboration Platforms: Team collaboration through shared documents, notes, and updates.
  • Document Management:
  • Proposal and Contract Management: Storing and managing sales proposals, contracts, and other documents.
  • Version Control: Ensuring the latest versions of documents are accessible to the sales team.
  • Quoting and Pricing:
  • Automated Quoting: Generating quotes for products or services.
  • Price Management: Setting and adjusting prices based on various factors.
  • Analytics and Reporting:
  • Performance Metrics: Tracking key performance indicators (KPIs) to evaluate sales team performance.
  • Customized Reports: Generating reports to analyze sales trends, forecast, and relevant metrics.
  • Mobile Accessibility:
  • Mobile Applications: Providing sales representatives with access to SFA tools on mobile devices for updates and flexibility.
  • Integration with other Systems:
  • CRM Integration: Connecting with Customer Relationship Management (CRM) systems for a view of customer interactions.
  • ERP Integration: Integrating with Enterprise Resource Planning systems for information flow across the organization.
  • Workflow Automation:
  • Automated Processes: Implementing automation for daily and tasks to improve efficiency.
  • Workflow Rules: Defining rules for automated actions based on specific conditions.

Sales Force Automation vs CRM

Sales force automation and a CRM are not the same thing. On the other hand, CRMs frequently include functionality for sales force automation.

A CRM, in short, aids in the management of client interactions for firms. Businesses can keep track of every communication they have with clients in the CRM, along with client information. Typically, this will comprise emails, papers, contact details, and any actions that sales representatives have done with the client.

Sales representatives may better manage relationships and ensure they have the information needed to close a deal by having all this data in one location.

A CRM is still a CRM even without these automated features, even though many CRMs automate a lot of these procedures. Check out our What is CRM guide to find out more about CRM.