Time to change your Sales Force Automation strategy?

Sales | 5 minutes to read

12th Apr, 2019

Intensified competition, fragmented leads data, longer sales cycles and growing sales force all together can become a sales supervisors nightmare. Probably, the more effort you put in to get sales, the more likely you are to feel frustrated by reduced productivity.

Now the question arises – instead of slogging in for more and more hours, how can you get the same job done in less time. When it comes to sales, there is no better way to accelerate than implementing an effective Sales force Automation Strategy.

Undoubtedly, Sales Force Automation has taken on a new precedence in the sales ecosystem, with reps wanting to close more deals faster and do less manual work in the process.

While CRM helps sales teams focus on accurate tracking and measuring, SFA aids the operational aspects of selling and the paramount challenges of relationship building. Essentially, if automation is done right, it should support sales force operate in a more efficient manner by minimizing the time spent on repetitive non-sales activities.

Clearly, large organizations and enterprises stand to gain tremendously from implementing sales force automation. The key lies in addressing the barriers to change within the sales department and in implementing a strategy that enhances the existing sales workflow.

So, what’s holding you back? Don’t you think this is the time when you should chalk out a fresh strategy for getting better results? Don’t waste your time with a sales force automation system that is just more than a set of glorified disparate apps or transactional recording systems.

Instead, look for a truly integrated sales platform that adds real value to your organisation by giving you access to the management dashboards and high-level metrics to drive revenue and ultimately profits.

Infusing your day-to-day decision-making with strong analytics and artificial intelligence capabilities, allows you to spot trends, identify trouble spots and flag potential growth areas organisation-wide, all supported by on-the-ground insights from your field team.

Given this potential, here are some of the critical ‘Must have’ and ‘Good to have’ capabilities to look for while considering a sales force automation solution for your enterprise:

Must Have


Integrated Analytics
Aim for a platform that can do both – feed data to management dashboards and then receive direction from the office – provides insights that can be harnessed immediately by field representatives and their managers to improve results.

Gamification
An ideal SFA tool should comprise leaderboards, compensation simulations, embedded games and contests to motivate the field force and engage them. Seeing how other reps are performing is a great motivator, and it makes it easy for management to identify top performers and to help identify peers who need help in specific areas.

Guided Selling
Field reps should know all of the tasks that must be accomplished during each store visit. This type of sales mapping ensures a consistent process for each type of retail outlet, and reporting can ensure that your entire sales team is delivering on your promise of customer satisfaction at all retail locations

Geo Tagging
The best solutions enable reps to manage store visits on the go, quickly accessing visit status, customer information, customer history and retail analytics for each store. These functionalities are vital to improving the productivity and efficiency of front-line sales teams.

Good to have

Artificial Intelligence
By combining the power of Big Data analytics with today’s advanced artificial intelligence, you will achieve better retail execution, see more, learn more and make better informed, far-reaching decisions based on data, not intuition.

Image Recognition
This functionality is critical for attendance capture, competitive analysis, compliance with planograms, promotional agreements, and accurately measuring current stocks and your share of shelf.

Mobile Surveys
The best retail point-of-sale tool enables managers to gather market intelligence and test new promotions by creating on-demand field assessment surveys that reps are directed to complete when they enter specific stores. This information can help you track your results in real time with on-the-ground intelligence that can be difficult, if not impossible, to gather any other way.

Fact-Based Selling
You need a solution that incorporates easy access to the latest sales data and task checklists with individual action items. The ability to close the loop by tracking the use of your tools is also key to field success since this ensures that your reps are always in compliance.

Market landscape changes from quarter to quarter. Adapting to an evolving landscape and leveraging the prevailing technological trends is the key for sustainable growth.

While all the above mentioned checkpoints can be considered, still with most available sales force technology solutions in the industry today, the customers often come back and ask about the final impact to the sales process which in most cases, stays a big question mark.

Therefore, you should always go for technological solutions that solve that problem by driving end-to-end implementation, increased productivity, standardised data output, market feedback, implementation of real-time corrective measures along with quick implementation and faster returns. In a nutshell, a typical SFA tool should be able to provide you with:

  • An effective Sales Force Tracking
  • Web based Program Management
  • Training Management
  • Employee Engagement
  • Demo Asset Management
  • Issue Management System
  • On-Ground Market Intelligence
  • Fraud Detection System

Denave’s technology solutions are focused on developing intelligent sales platforms through sales process automation fused with latest technology trends.

DenSales has been designed from the ground up to address the numerous business challenges that your business encounters while implementing and executing a Feet-on-Street strategy.

Monitoring the presence of your field force, tracking their productivity, ensuring information authenticity and capturing valuable marketing intelligence is difficult even if you are in the field, even more so when you sit behind a desk.

It  is a complete solution for planning and managing your field force program, offering end-to-end visibility of all the stakeholders in the sales ecosystem and allowing you to increase the productivity of your field team by evaluating and improving the quality of your team.

Core Functionalities of DenSales

  • 360 degree sales ecosystem information management
  • Effective program management with interactive field force tracking
  • Seamless design to capture market intelligence
  • Multiple training touch-points for higher efficiency
  • Fraud detection through real-time sales validation
  • Integrated analytics for business intelligence and insights
  • In-built workflow for operational hygiene
  • Effective communication and closed loop issue tracking
  • Real-time sales and performance tracking

All in all, a typical sales force automation platform should do more than just improve the day-to-day work of your field team. It should help you continuously influence revenue-increasing actions by offering enterprise-level insights into your business – insights that make it easier for you to meet objectives, extend engagement and make smarter decisions across your entire operation.

So if you are not achieving the desired results as mentioned above, its’ time for you to change!

This article was originally published here.

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