Here are the five must have features of a good salesforce software…
In one of my articles, I have talked about the three branches of customer relationship management which are Operational, Collaborative and Analytical CRM. In this article, I want to talk about Sales Force Automation which is part of Operational CRM. Follow me as we look at this together.
Sales Force Automation is a technique that uses various tools to automate the business process of sales such as order processing, contact management, information sharing, inventory monitoring and control, order tracking, customer management and sales forecast analysis. Follow me as we look at the various branches of Sales Force Automation together.
#1 Account management
According to Zoho, account management is the process of managing the communication and transactions with businesses having many contacts and divisions. In Account management, you are trying to group your customers based on the category of customers they fall into. You now assign an employee to those customers so as to update them on new developments relating to their products or services.
#2 Opportunity management
In a simple definition, opportunities are sales deals that you hope to close as soon as possible. They are customers that you do hope they will end up buying your products or services. Most at times, sales teams are not clear on how they can introduce new products or services to potential customers in order to get the right response from them.
#3 Sales forecasting
According to Track Maven, sales forecasting happens when a company predicts what the future sales will look like. This forecast is been done for a particular period of time in the near future, usually the next fiscal year. This is usually done so that the organisation can use the prediction in making their next business decisions.
#4 Sales pipeline
According to Pipedrive, sales pipeline is a systematic and visual approach to selling a product or service. The sales pipeline is helpful in showing you exactly where money is in your sales process. With sales pipeline, you will be able to know which stage all your sales deal is as well as identifying which of the sales deal need your attention at any given time.
#5 Lead management
According to Wikipedia, lead management is a set of methodologies, systems and practises designed to generate new potential business clientele, generally operated through a variety of marketing campaigns or programmes.
Lead management is strategies you put in place in order to track or follow up on your potential customers and see how you can bring them into your lifecycle.
Most at times, organisations set up criteria that their potential customers must have. When your newly identified opportunity or marketing qualified lead has all the characteristics that you are looking for in your ideal customer, you can now go all out for them.
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