Sales Force Automation Application provided by TotalSoft

1. How to
select
your SFA
?
Sales Force Automation application
is not always as easy to use as
promised and many organizations
are investing in it for the wrong
reasons. In this material, explore the
key elements to be taken into
consideration when choosing a Sales
Force Automation application.

2. Sales Force
Automation
promise
The goal of the Sales Force Automation application is to
provide the sales professionals with the information they
need to work on the go via devices like smartphones and
tablets.
The sales force can enable the order retrieval, the tracking
and control of inventory, order flows, customer
management, sales forecast as well as employees’
performance assessment without a desktop on-site.
How do you know
that you pick the right
Sales Force Automation app
Take, for example, a typical head of sales department of a The team leader researched mobile applications that
telecom company. His daily activity is dominated by could do both. Five months later, the sales team had the
manually reporting and uploading documents for the desired tool which conducted to the boost of sales
team he is supervising. Several hours are used to provide productivity.
the needed tools for his team. On the other hand, the
We may say that our hero has been wise with hismembers of the team have to stay updated with the
purchase. He invested in a Sales Force Automationpipeline and news. However, many of them can’t keep
application with the specific goal of solving a departmentpace with the challenging rhythm.
issue.
After experiencing sales decreases and overwhelmed
Not every organization has a similar Sales Forceemployees, they decided it was mandatory to streamline
Automation success story. Despite the potential of SFA,the process while offering visibility to the salespeople and
there can be pain points such as sales team perceptionimproving the decision making processes.
which may find it more of a burden than a benefit.

3. Sales Force
Automation:
A failed promise?
The goal of Sales Force Automation
application is to provide the sales
professionals with the information they
need to work on the go via devices like
smartphones and tablets.
The sales force can process orders,
access customer information, monitor
inventory and do other tasks without a
desktop on-site.
In reality, it is proven that Sales Force Automation boosts
revenue and improves workflows, if used adequately. You
need top management commitment since implementing a
SFA tool is a high impact movement. You don’t have to
acquire and implement it just for the sake of doing it.
Business Applications Division of TotalSoft recommends
you 7 tested tips & tricks for guaranteed success:
MOVE SLOWLY: test the app on key sales team
members before deploying it to the whole group.
MODELATE THE REAL WORLD: You can simulate a day
in the life of a sales-person in order to really test its
efficiency and users’ needs.
DEEP DIVE: Spend enough time on researching before
selecting a short list.
LOOK FOR SIMPLICITY: Make sure that the app is
easy to use for the sales team. If a salesperson has to
go through 10 clicks to get information, the app won't
be used.
INVOLVE MULTIPLE DEPARTMENTS: Do not decide
only with the IT department. Mobile sales force
automation requires buy-in from top executives and
the sales team.
ENCOURAGE FEEDBACK: If sales reps have a problem
using the technology, they have to communicate that
to IT.
LOOK FOR PROFESSIONALS: Do not be driven by
price criteria, look mostly for a professional
implementation team, since this will generate your
organization’s success.
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Useful
advices

4. Expert opinion
Free demo
The Business Applications Division of TotalSoft is
providing a Sales Force Automation app that
addresses your sales team’s need for information
by providing the sales forces on the field with all
the required info, anytime, anywhere.
The app is an important tool for management
and team members as well. The management
team can access orders, deliveries, invoices,
credit limits, special offers and team’s tasks. The
app covers the full sales lifecycle from the
reporting part up to the price lists updates, while
benefiting from 3G/Wi-Fi synchronization.
Robert DeSisto, vice president of Gartner Research, said
the strategy of traditional sales force automation vendors
has been simply to take their desktop product and offer it
in a mobile version.
"That doesn't solve the problem. When that happens, the
sales force is unlikely to use the app because it is designed
around the system's objectives, not the objectives of the
sales team. Instead, apps need to be designed around
specific tasks, such as inventory tracking or calling up a
report”, DeSisto said.
Another report prepared by Accenture makes a similar
affirmation. Sales leaders face three distinct challenges
according to the report:
a company strategy on how mobile tools will be used;
keeping up with the rapidly changing pace of
technology;
the use of mobile tools to promote the best possible
experience for the sales team and the customers, not
just for the sake of using them.
The Accenture report describes a phenomenon known as
shiny new object syndrome. Organizations get excited by
new technology and jump in too quickly without
adequately defining how the technology will provide value
and influence their customers’ experience.
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5. What makes
TotalSoft
app unique
Developed on iOS technology, the app can be installed both on
iPhone, iPod Touch and iPad tablets. Among features available by
iOS SDK (software development kit), TotalSoft’s mobile solutions
are currently using:
Multi-touch
Push notifications
Over-the-air sync (3G/WIFI)
Multitasking
Last, but not the least, the vast implementation experience and
international exposure. This way, you benefit from highly
experienced implementation consultants and professional
personnel willing to share the best practices within the industry
with you.
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Would you like to see a demo?
Send an email at
marketing@totalsoft.ro
?SFA app is developed on latest technology and
can focus on any business area, regardless of
its size, activity field or structure.
The use of the leading sales methodologies
such as Miller Heiman, SPI and TAS right within
Microsoft Dynamics CRM is another unique
feature.
The added value comes from the fact that it
can be integrated with any CRM or ERP.