SALES MANAGEMENTPRESENTATION

ON

SALES FORCE AUTOMATION

Presented by:

Nisha Gupta – 24/020

Prateek Chhabra – 24/022

Rahul Tanwar – 24/025

An Overview

Sales Force Automation:

Sales executives normally think of sales management

tools as a way to automate & streamline sale processes.

New sales management technique:

To create a sales culture where the sale force becomes

active contributors to the development of knowledge

about customers and competitors.

Automating paper-based processes

Information-Based sales paradigm

Information Based Sales Paradigm

Customer profitability – to target & segment

customers.

Customer purchasing patterns – to identify

opportunities to grow customer relationships.

Best practice sales tactics & competitor’s product

offering – to improve product positioning.

Some Facts

By spending average $10,000 - $13,000 and up to

$38,000 per Sales Representative(SR), leads to increase

in

Operational cost saving – up to 25% reduction in cost

of selling.

Sales force productivity – up to 30% increase in

productivity per SR.

Sales cost + Marketing Cost = 15% to 35% of total

corporate cost.

First Generation Sales Tools

It improves productivity of costly resource by

automating information management

to help the sales force to manage their sales territory

to help Sales managers to manage SRs

Building blocks of 1st Gen:

1) Sale productivity system (SPS)

2) Service Quality System (SQS)

3) Marketing Encyclopaedias.

1st Gen Outcomes

Increase Time on Selling

Efficient Sales Management

Continuity in Customer Relationships

Strategic Sales Management

It involves drawing on data on customer purchasing &

customer contact to begin

to segment customers according to their profitability

To identifying & act on promising new growth

opportunities.

Managing Customer Profitability (MCP):

Rule of thumb: 30% of customers account = 70-80% of

profits

Data Mining / Data Filtration

Second Generation Sales Tools

1) Relationship Management Software Systems

2) Sales Productivity System (SPS)

3) Sales Quality System (SQS)

Some Facts:

Customers contributing more than $3000 in net interest

margin are given to the Dedicated Sales Representative

(DSR)

Remaining customers are assigned to branches without

DSR

Third Generation Sales Tools

Managing Growth Opportunities:

Objective - to look for opportunities to deepen

customer relationships - (Product Positioning)

It helps SRs identify and act on the most promising

new sales opportunities.

It focus on deepening existing customer

relationship’s rather than acquiring new customers

or expanding new product lines.

Some Facts

40% of growth come through existing customer

relationship.

All other growth categories:

New customer in existing market

New Products

Mergers

New customers in new market,

Expected to account only 20% or less of growth.

Building Block of 3rd Gen

Purchasing Profiles:

It helps SR to develop a mental model or pattern of

customer purchasing behaviour

Technologies used for PP:

1) Scripting tools or expert systems

2) Comparing customer’s current purchasing level to the

actual average purchasing level of similar customers

Building Block of 3rd Gen

Using Competitor's Information:

It helps with positioning products to convert a growth

opportunities into a sale

Can be done by two ways:

By developing Marketing Encyclopaedia

By developing a Sales Solution Database (SSD) –

“Early Warning System”

Creating an Info Based Sales Culture

Wining Sales Force Acceptance:

Organize sales training around sales tool

Change job expectations to reward tool use

Ensure consistency in leadership support

Create a user-friendly technical design

Managing Sales Force Knowledge:

Standardizing content and vocabulary

Rewarding contributions to knowledge development

Creating a knowledge manager role

Conclusion

Sales Management Tools have the potential to

significantly improve sales force performance.

Sales Force Automation is just the first step in a

broader transition to an information-based sales

paradigm.

Sales Tools are creating a platform to manage

information about customers & competitors.

Realizing both the operational or strategic benefits of

sales tools requires significant changes to the culture

of the sales organization.

THANK YOU..!!!