What is Sales Force Automation?
Sales Automation is one of the applications of customer relationship management (CRM). It refers to the improvement in all sales channels, including field / mobile sales (Field / MobileSales), internal sales / telesales (InsideSales / Telesales), sales partners (SellingPartner), online sales (WebSelling) and retail application technology Purpose of the sale. The goal of TES is to integrate technology and good processes to achieve continuous improvement in the efficiency of the sales force, while balancing and optimizing each sales channel.
Sales automation
- Also called
- 1 can free people from routine business
- 2Improve the quality of business to customer service
- 3Get information that makes it easy for management to measure and monitor sales performance, create and manage sales
- Sales automation
- Loved by customers
- Sales representatives need to be able to browse and resolve at any time
- through
- Sales automation
- Sales automation
- 1. How to improve the sales ability of sales staff so that the sales of the company continue to increase?
- The boss can find the problem in time by regularly checking the sales funnel. For example, in a funnel of a salesperson, a potential customer stays in a certain position for a long time. At this time, the boss will question and ask why If it is always in the upper part of the funnel, it may be that the potential customer has not determined to buy, is in a state of uncertainty, or it may be that the salesman has not been in contact for a long time and the situation is inaccurate. If you are always in the middle of the funnel, it may be a dilemma for potential customers. They may not be sure, or it may be that the potential customer has been snatched by competitors. However, the potential customer is unwilling to say clearly and always says that it is still under consideration. . If it is always in the lower part of the funnel, there may be problems within the potential client company, such as inconsistent opinions, insufficient funds, and disapproval by superior leaders. So after analyzing the cause, you can prescribe the right medicine. 2. How to understand the sales progress of sales staff? How to effectively evaluate employee performance?
- Because each salesperson may be assigned to different countries and industries, there will inevitably be different levels of customers and sales quotas, so it is impossible to require all salespersons to use the same standard. At this time, the boss can check the sales funnel stage status of each salesperson on a regular or irregular basis. Not only can he understand the sales progress of the salesperson, but he can also statistically analyze the new sales opportunities and sales of each salesperson. Opportunity conditions, etc., combining this with the completed sales goals, can calculate the employee's performance in a fair and reasonable manner from many aspects.
- 3. How to control the turnover of the salesman due to the turnover of the salesman and the loss of major customers?
- To avoid taking away important customers when people change jobs, the establishment of a sales funnel can maximize the grasp of the dynamics of potential customers, because this very valuable information is not the "personal property" of the salesperson, but the "collective property" of the company, the salesperson There is one, and the boss also has one. When a salesperson submits an application for departure, the boss must timely check and verify the sales funnel, and hand over with the salesman who replaced the post. For the potential customers who are in the lower part of the funnel (75% success rate), they must come in and tell the potential From now on, the customer will be responsible for the work of this potential customer. Potential customers in the middle of the funnel (50% success rate) will need to make a phone transfer, and the outgoing salesperson will contact the potential customer to tell the other customer. From now on, Someone is responsible for your company's business, ask the other party to meet with the new salesperson on the phone, and agree on the next meeting time. For potential customers in the upper part of the funnel, the new salesperson has completed 75% After handing over with 50% of potential customers, we started to make telephone contact to inform the changes of personnel of the other company and arrange time to discuss the next business cooperation matters in detail.