Approximate reading time: 7 minutes
Sales force automation is a trend that significantly enhances commercial operations and, therefore, company profitability.
One of the main trends in the world of sales and marketing is sales force automation, which involves applying new technologies to optimize area processes and their administration. Faced with a dynamic market that generates a sense of vertigo, this trend presents itself as an opportunity to increase competitiveness and avoid being swept away by the wave of digitalization, a phenomenon driven by technological advancement that, although still frightening to many executives, has arrived to change all scenarios.
How does sales force automation work?
Initially, sales force automation involves the use of computers and mobile devices, elements that will constitute the technological baseline to which software and applications specially developed to manage company sales must then be added.
As is well known, CRM (Customer Relationship Management) systems serve as a tool for salespeople to optimize commercial operations in general. However, given the growing integration of platforms and the great capabilities of current systems to operate with different languages, a suitable system for automating sales is one that transcends the traditional CRM to provide users with the possibility of working with multidirectional information that touches different areas of the company.
Automating sales with a customized solution
Because each organization has different growth rates and needs, typically, the most effective business applications are those that have been custom developed. For example, in the case of a company dedicated to the manufacture and distribution of liquors, substantial support will be found if the system can operate and automate tasks based on the quantity of bottles handled with the client. For this, salespeople should have multiple options in filling out fields ranging from the number of bottles requested to the frequency of visits to establishments.
An automated sales area should also be able to schedule customer visits according to various parameters, such as product demand or geolocation. In parallel, when platforms truly adapt to business requirements, they can even contain fields intended to study other issues such as competition. One idea to achieve this is to add a field where the sales representative indicates the competition’s price observed when visiting an establishment. This is an action that feeds into an interesting market study.
Another automatable matter can also be merchandising, as the system can load information regarding refrigerators or illuminated signs provided to customers that must be rotated due to campaign changes or maintenance.
When reviewing commercial strategy, don’t forget to study how cutting-edge your sales force is. Aligning business and technology strategies based on automation can result in a powerful tool for successfully navigating the market.
Is your sales force ready for current market demands? If you’re not sure, contact us to conduct an evaluation together and offer you solutions that provide real value to your business.
