SFA is a tool that centrally manages a company's sales information and supports sales activities through the effective use of quantified data.
The name SFA is an acronym for "Sales Force Automation" https://slimtime.co.jp/ , and in Japanese it is called "sales support system" or "sales support tool.
In Japanese, it is called "sales support system" or "sales support tool.
SFA has been attracting attention in recent years, but the system, which originally originated in the U.S., began to spread in Japan in the late 1990s.
As more and more companies began to focus on improving the operational efficiency and productivity of their sales departments, more and more companies began to adopt SFA, mainly for BtoB marketing.
One of the reasons behind the spread of SFA is the problem of "dependency of the sales department. In conventional sales departments, it was common for salespeople to manage customer information and deal progress individually.
The results of the organization tend to depend solely on the abilities of the individual, and it is difficult to analyze overall data, making it difficult for the team to work together on sales activities.
With the introduction of SFA, the current status of the sales department can be centrally managed in a database, and the business processes and know-how of salespeople can be shared. It is expected that many companies will introduce SFA as a solution to the problem of attribution.
The introduction of SFA has become a trend in many companies.
The introduction of SFA has the following advantages
Improvement of business efficiency and productivity
Eliminate the need for human resources
Promotion of sales management
Realization of sales strategies based on data
Each company provides SFA functions with various features, but it seems that the following functions are mainly provided.
Customer management functions
Case management function
Behavior management functions
Forecast and actual management functions
Schedule management function
Daily Report Management
Task Management
Report and graph creation
Business card management
System integration functions
However, it is important to note that more functions are not always better.
There are many cases where multiple functions make it difficult for salespeople to input data, which in turn reduces the productivity of sales activities.
It is important to choose an SFA that provides the necessary functions while lightening the burden on the salesperson.
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