A system for automating a company's sales organization. Its main purpose is to collect the movements of individual sales staff and the progress of customer consultations, accumulating and managing that as information so it translates into actual revenue. Developed as a model to replace traditional office automation (OA), it has been spreading rapidly alongside the growth of online communication infrastructure such as the internet and mobile.
Companies favor SFA as a model to replace how their existing sales organization operates or its office automation (OA) largely for two reasons. First, making the sales organization more efficient.
By unifying and managing customer information gathered from the very start of sales activity — and updating it in real time — everyone from front-line sales staff to back-office support can always respond to customers based on the latest information. Because activity history captures both customer requests and the status of related accounts at all times, it also becomes possible to propose products and services with credibility. Real-time issues can be diagnosed faster too, letting you get to the core of a problem and propose alternatives, or share the current situation and response guidelines for a customer relationship where a competitor is negotiating.
Demand for stronger sales operations management is also rising sharply. Amid constantly shifting market conditions and a flood of work requests, sales organization leaders need to quickly grasp each staff member's progress. That's because, beyond simply keeping the entire sales pipeline in a spreadsheet, they need to catch early signs of an account slipping away and give the right instructions or advice to that staff member quickly and accurately.
Automates customer information and quote preparation that salespeople used to handle manually, saving time.
Customer-data-driven, tailored proposals become possible, along with faster response times.
Data analysis helps you find the most effective sales approach.
See sales-goal achievement rates and performance at a glance.
Information sharing and collaboration within the sales team become easier.
The Sales Support System's deal-management feature tracks each piece of information tied to a deal — what stage it's at, whether the discussion has stalled, and the likelihood the contract will close.
Accurately evaluates how much a salesperson's actions contribute to closing deals and, ultimately, to revenue — enabling more efficient sales activity based on that insight.
The Sales Support System lets you analyze key customers by company size, industry, and type, and proactively propose new products and services based on real-time updated data — raising both customer satisfaction and revenue together.
Tracks the work progress of every field employee in real time, enabling advice and instructions suited to the situation. Closing the gap between the field and management in understanding the current situation reduces decision-making errors and makes sales targets easier to reach.
Understand customer requirements more precisely and in greater detail. This lets you develop products that better fit customer needs and optimize proposals and distribution — carrying through even to after-sales service once a contract is closed.
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