Sales Force Automation capabilities can be a powerful tool that increases both productivity and time, dramatically increasing territory coverage and shortening the sales cycle.
Mobile technology for your field sales resources can provide the sales force with information to function more effectively.
- The Sales Force can be enabled to take orders and push more product in the field.
- Tighter control of customer files and histories can be managed directly by field force personnel, with up-to-date information instantly relayed back to a central information resource.
- Inventory information, pricing parameters, competitive information, customer contact databases and other sensitive information can be available to help save time and inform both the sale force and the customer.
- Mobile sales force automation can also leverage a variety of mobile office applications or sales force support. These can include mobile email and messaging, access to CRM and other customer and corporate files, Internet access, order entry, scheduling and status as well as submission of expenses, time accounting and other types of reporting.
Sales Force Automation covers a number of topics, but the two most important are: contact management, and providing access to centralized data for salespersons in the field. Enterprise sales force automation is a hotly contested area with many companies vying for the business with a number of different approaches. Many of these systems provide access to the company data servers, proposal
support features, and keep management informed of what the field staff is doing.
For small businesses Sales Automation often boils down to a Contact Manager (Maximizer, Gold Mine, or Act! for Windows; Omnifile for OS/2). Act! is by far the most popular, but its single user heritage has worked against its use on networks. Gold Mine, Maximizer and Omnifile were fully network integrated much earlier. Gold Mine is particularly oriented to "data mining", and Maximizer
strong point is integration with other office software.
Field staff access to home office data for the small business generally means a remote control program allowing the salesperson to take over a desktop computer at the office from a notebook computer in the field. Connection is generally by modem on dial-up phone lines. Larger firms will have a RAS (Remote Access Server) and a modem bank for this task. Our Remote Access article has details on both
of these, and some other approaches.
For permanent field offices, companies are installing VPNs (Virtual Private Networks) allowing the Internet to carry the remote control traffic, but the long term trend is to reconstruct everything around the Internet using a Web browser as the client.
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