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SFA Solutions: Sales Force Automation Solutions |
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Ticomix Home >> CRM, Service Desk, and Networking Solutions >> SFA Solutions
 Determine your Benefits for Implementing a SFA Solution
Implementing a new solution for your sales and marketing department can add a substantial return to your bottom line. One of the major factors for success is first understanding your business needs and where you can uncover the most benefits.
We have provided a list of some fact-finding questions to help assist in uncovering your biggest needs for increasing or improving your sales potential. Each system is designed to be unique to each organization, however through our years of experience, we have found that many of the central issues are very similar from customer to customer.
Centralized Database:
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Where does your customer/prospect information reside? (i.e. in accounting system, sales reps' laptops, in Excel spreadsheets or in numerous other non-database applications)
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How does your company share this information?
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Does your marketing department know whom your sales people are calling on?
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How long will it take for a new sales person to learn about current account status?
Lead Distribution:
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How does your company get new leads?
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How are those leads qualified and transferred to the appropriate sales person?
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How are new leads followed up on and assistance provided when needed?
Sales Forecasting:
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Do you require sales forecasting from your sales people? What is the procedure?
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How much time does it take to put together a forecast?
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How accurate are the sales forecasts?
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Can you track leads distributed to the status on sales forecasts?
Marketing Efforts - New Customers:
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Do you currently have a lead generation program?
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How do you currently segment your prospects?
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How do you track the success of your marketing efforts? (i.e. knowing where to spend the dollars)
Marketing Efforts - Existing Customers:
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How often do you market to existing customers?
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Do your customers know of everything you sell?
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Are you the customer's first choice?
Customer Retention:
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How many customers do you lose in a year? (Average = 5% a year)
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What would it cost your business to lose one client of 5% of your clients each year?
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Do you have a plan for keeping and tracking current customers?
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Do you know which customers are costing you money vs. making you money?
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What would your customers say about your sales performance & customer service?
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