Sales Force Automation

 

It could be argued that Sales Force Automation (SFA) formed the foundation of CRM as companies were looking to find a way to increase productivity of the sales teams while also identifying best practices and establishing them as standard procedures. SFA allows you to manage the sales process in areas such as leads, opportunities, sales pipeline, forecasting and customer interactions and activities to create a complete 360-degree view of your customers and accounts.

 

By incorporating all the experience gained in developing the leading Siebel CRM software Oracle CRM On Demand will simplify and automate your sales business processes to free you up to focus on your customers. With your account and customer data in one place you will be able to free yourself to focus on your sales activities.

• Lead Qualification and Management
  • Depending upon your team member responsibilities an inside sales representative can focus on qaulifying leads to ensure field sales representatives only work on qaulified opportunities.
  • You can track leads from the moment they are received from the website contact form, a telephone call or other sources such a purchased lead lists.
  • To qualify each lead you can set up Lead Qualification scripts to ensure a common standard is used
  • You can track all activities related against a lead such as emails, calls, meetings, demonstrations etc.
  • Once a lead is qaulified you can convert it into an opportunity and / or contact and / or account by the click of a button without having to fill in any extra data.
• Opportunity Management and Assessment
  • Once a lead is qualified and converted into an opportunity the field sales representative can focus on closing the sale.
  • Activities can be planned against opportunities for the future and all completed activities such as email, calls, contact meetings, demonstrations and proposals sent can be related to each opportunity.
  • All the information related to an opportunity will be available on 1 screen to give a comprehensive 360-degree view of the opportunity.
  • For large opportunities several team members can be assigned and work together on an opportuntity with the latest updates available when required.
• Contact Management
  • Once a contact is captured in your CRM system you have all the related information in one clear page. Within a few seconds you will be able to review all details and past interactions with the contact such as
    • General contact details such as email, telephone etc and you can even create numerous extra fields you would like to capture such as hobbies, holiday preference etc
    • Which campaigns he was a recipient of
    • Which leads where created by him
    • Which opportunities were associated with the contact
    • How many service requests were logged by the contact and the current status of these service requests
    • The results of any customer satisfaction surveys
    • Which accounts the contact belong to and his role in them
• Account Management
  • Account details can capture the same information as a contact entity but it will be focused from an account viewpoint. You will be able to view which contact are related to the account and all the service requests, leads, opportunities etc that are related to those contacts will automatically also be related to the account
• Assignment Manager
  • If you would like to assign leads, customers, opportunities and service requests to a specific user in the system you can setup assignment rules to automatically action the request.
• Territory Management
  • You can set up territory hierarchies for you company. So, if you would like group your sales force into categories based upon products or industries it is done with little effort. Once you have created the territories in Oracle CRM On Demand you can use them to automatically assign new account and opportunity records to them.
• Forecasting
  • To ensure that you make informed decisions forecasting is essential. Obviously the quality of the forecasting will depend upon the quality of the data in your system. Oracle CRM On Demand is the only solution in the industry with a prebuilt analytics data warehouse for true historical analyses and informed decision-making.
• Product Cataloque
  • You can create a product list and define product categories to hold related products. These can then be used when sales representatives select products for the opportunities with the latest active products and ensure the data quality of the opportunity.
• Sales Methodologies and Sales Process Coach
  • In order to improve the overall sales effectiveness in your company it helps to identify the top performers and find out exactly what and how they do it. You can then use their approach and design a sales methodology and publish it in a sales coach to help all new and current employees to follow proven processes.
• Call Scripting
  • In order to help your representatives to gather information about the service requests (Call Scripts), or to assess the customer satisfaction levels (Customer Satisfaction Surveys) you can use call scripts to standardize best practices. An assessment script is a series of questions where your responses are scored, assigned a weight, and compared with a specified threshold to determine the appropriate outcome or course of action.