Business Insights 21 Mar 17

Business uncertainties and ambiguities are some of the key challenges in businesses today. Organizational leaders find themselves planning up for future contingencies in addition to focusing on short-term objectives. In the context of sales, the business environment is highly volatile. Factors such as delayed decision making or geographical expansion often leads to a sales meltdown. During crisis situations as these, business leaders work on a larger pool of prospect or expand into newer territories to gain a fair share of the market. Sales force productivity becomes an important determinant to cope with fluctuations and uncertainties.

Thanks to emerging technological innovations such as Sales Force Automation (SFA) that has alleviated several pain points raised by the market fluctuations. In addition to automated attendance, intelligent selling and eliminating manual interventions, powerful analytics and data driven insights make it easier for the business to steer clear and stay ahead of competition.

Role of Sales Force Automation in business

Sales Force Automation builds a robust sales structure that enables the field force to run faster and deeper in the market. Sales automation speeds up the sales process and significantly enhances the efficiency levels. Unlike earlier, field officers can now reach out to higher number of prospects and eventually make productive calls. Automation however, takes away the grunt of several time consuming tasks. These include filling formats, writing reports or booking orders while empowering salesmen to add value to their daily activities.

The “gut instinct” in a volatile market environment can be a precarious situation for any business unit. However, managing the sales pipeline backed by data based insights is essential for managing the uncertainties in the business environment. Engagement analytics provide this information and shares real time data that helps in checking activities initiated by sales teams.

With shifting economies, it is important to build focus on valuable prospecting that are leaning towards a closure. Organizations does not want the field forces to engage in leads that does not qualify as a meaningful prospect for the business. Sales analytics provide insights into prospects’ area of interest such that sales teams can plan their outreach activities accordingly.  It also provides visibility on the customer’s buying process and their pain points that can be addressed through SFA.

The competitive business landscape has led several large and medium scale organizations to increasingly consider SFA solution to automate business tasks such as inventory control, sales processing and data insights in addition to streamlining their selling mechanism at the field force level.

The above arguments strongly imply that selling in a volatile environment is uncertain. However, introducing sales platforms such as SFA offsets most of these challenges. And also minimizes business impact effectively.


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