Preface: I was asked, CRM can help companies do, I always say, can help companies manage their customers it! But if there SFA (sales force automation) module, this view is not the most accurate, SFA toCRM sales growth to become the most effective weapons.CRM SFA how to become wings.
SFA authority on personnel, sales stage, the customer groups, sales areas, action specification and other business rules and basic information (such as products) to determine, making sales within the scope of its mandate on the management of customers, contacts, opportunities, etc.specifications by a unified and orderly management of the business; in the sales process, with specific customers, contacts, opportunities associated with the operational arrangements and operations records, set the detailed tracking of SFA program and automatically generate officers work schedule chart (day, week, month, year), to achieve a per customer, every opportunity (project) staff based on specific actions to schedule, track record, enabling the sales process is based on quantitative management operations.
The most basic customer-centric SFA should start, SFA's plan to set one, the system will send a message meticulous, this information includes, customer reminders, a reminder of their own, or other departments of the cooperative units reminder, is simply to remind the way: a prominent position in the CRM which reminded by SMS reminders, etc. via e-mail reminder.Some of the sales operation, the system automatically according to the setting processing (send text messages or e-mail), and remind you that the manual processing, similar to XToolsCRM (www.xtools.cn) function is to provide the most SFA model.
SFA into action on the management
In CRM, everyone, every day work schedule and action records are well documented, which a customer, any project, when and where, and who to contact, what to do, how much time to spendthe number of charges, etc., all the details are clear, SFA is like a punch card machines ubiquitous, SFA virtually promote sales, including sales managers, actively and consciously improve their work habits, from fuzzy memory of the sales staff to morerecord, from a subjective feeling and analysis of specific facts, SFA plans to sell more targeted, more results-oriented sales actions, sales staff will gradually form a scientific, standardized work habits."Action to change thinking," action is the basis for all work, SFA for action to management, which greatly improve the management level, SFA actually able to plan, manage the implementation of the action.
SFA can help enterprise unified messaging
SFA is a corporate image for its customers the tools, not because sales personal charm made a breakthrough in sales, SFA corporate culture can be passed to the customer, to tell each and every customer, said: "You are very important", although it can not replace yousell products, but it can make your sales staff to work more effectively, while improving customer satisfaction.The satisfaction improvement from:
1, promises
Implementation of the SFA can help sales staff to honor the commitments he had made, such as the call to a customer on Wednesday, Thursday sent to a customer quotation.As long as you entered this information into the system, it will regularly prompt you what needs to be done.
In addition, SFA system also provides a tool that allows you to pass information to colleagues in other departments, and follow-up to ensure that each implementation of the corresponding action.
2., Unified expression
The same thing, different people say the customer is different, which is destroying the trust of your customers a big drawback.Hard to imagine a customer mistrust would be willing to continue to deal with your company.
Customers largely determine the company's view of their business relationship with your company.From the operator to the salesman, the company in every customer-facing staff will have an impact on the customer experience.All staff in contact with the customer information provided to be consistent (at least not contradictory.)To achieve this, means that every enterprise should be customer-oriented staff timely access to consistent, accurate information, through the SFA data view, we can understand the service status, SFA is to meet this need.
3, so that customers remember you
The most embarrassing than the sales staff to a customer call, the person can not remember who you are, from which company.To avoid this problem the most immediate way is regular contact with customers of an impression on you.
SFA helps salespeople build memo to remind them through Email or SMS to regularly contact customers, allow customers to keep your memory in order to achieve the purpose of improving the success rate of sales.
Conclusion: I think the lack of SFA (sales force automation) and CRM as a person less than ideal, SFA to CRM plug in the wings to fly, more importantly, SFA's use, so that sales staff is full of passion.