Are you looking for ways in which the workflow of your business can be more organized and effective? Or is it that the regular everyday sales tasks are taking a lot of your time and energy? Process automation, is perhaps one of the best ways through which you can smoothly streamline your sales processes and add consistency to its performance.
Lead conversion, which is the aim of every sales team, is the result of more than just a good sales pitch and has a lot to do with the use of right techniques and sales tools. Sales force automation (SFA) is one such tool which allows sales managers and representatives to focus on improving the overall sales process; rather than spend time on processing sales and administrative activities. SFA is an integrated application that automates and streamlines sales inventory, leads, forecasting, performance, and analysis. According to the procurement market intelligence report from Technavio, the need to obtain real-time data insights, increase lead conversions, and streamline various aspects of the sales process has boosted the demand for SFA applications at a global level.
SFA and better lead conversion
SFA enables better lead conversion in the following ways:
Automatic qualification
Lead scoring is one of the most critical aspects when it comes to improving the overall revenue of businesses. Our research shows that organizations waste a lot of time by resorting to labor intensive lead scoring process. SFA, on the other hand, automates every inbound lead and also scores and grades it according to the customer’s profile. The need for the sales team to research and evaluate every lead is, therefore, not required.
Better targeting of potential customers
When it comes to lead conversion, the way the sales team target potential customers matters a lot. Major suppliers of SFA believe that once the leads are scored and graded, they must be broadly divided into two categories:
- Cold leads
- Warm leads
With the help of SFA, cold leads can be added to a lead-nurturing strategy, and warm leads can be allocated to the right salesperson based on location, industry, or business type. As the software covers most of the administrative work, the salespeople can easily focus their time on their primary job of selling the product.
Highly personalized data
Behind the success of every big brand is the common element of in-depth knowledge about the requirements of its customer base. In fact, these days customers are looking for highly customized solutions, which explains the high demand for customer analytics. Through extensive data and sales analytics, SFA provides extremely tailored and adaptable sales processes to the buyers. Based on the data provided by SFA, buyers can easily reach out to their target audience in an effective manner.
Ease in collaboration
Better lead conversion requires the joint effort of various teams in an organization. SFA helps in bringing together the collective intelligence of the entire organization, which is further leveraged by the sales team. For instance, through cloud hosting and simple file sharing, the sales team can easily gain access to the most up-to-date information and pitch decks. Since information from every resource of the organization is available, it is easier for the salesperson to address all the queries raised by the lead.
Ultra-responsiveness
SFA solutions add the element of ultra-responsiveness to every sales negotiation. By collaborating and communicating directly, and being available outside the office premises, the salesperson can easily close deals and convert leads into long-term customers.
To understand the demand-supply shifts in the SFA market:
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