Sales Force Automation

Sales effectiveness is more than sales automation. In addition to the technology, it is the people, process, and information required to enable individual sales representatives and the sales organization as a whole to continuously realize their potential. There is much unrealized potential – value – in systematizing workflow and associated hand-offs of fine-grained sales activities that comprise coarse-grained sales stages.

While sales stages are typically enabled in sales automation systems, the component activities conducted among individuals within the extended sales team are rarely facilitated or captured anywhere other than e-mail. The resulting lack of management visibility and lost leverage impede revenue generation by compromising the ability of sales organizations to identify breakpoints and improve efficiency and effectiveness.

Sales Workflow Management is the key to harnessing this unrealized value. It organizes and automates the workflow and associated hand-offs of fine-grained sales activities, captures results, simplifies interactions across the extended sales team, and increases the sales representative’s selling time.

Sales Workflow Management impacts overall sales effectiveness, improving both top-line revenue growth and bottom-line cost management.

LLC Stanford, 2006