Sales Force Automation
Sales Force Automation systems, often called CRM Systems, add features to Contact Management Systems (CMS), to provide the entire sales force with a single shared respository of information about leads, prospects and clients. In addition to the CMS’s storing of all contacts and their personal details and a record of the contact “events” between leads and their sales reps, SFA Systems also track all sales activities and record all sales opportunity values as they occur.
In addition, the better SFA and Inbound Marketing Automation Systems include a shared link between the central database and each other, so that information concerning leads can be passed to sales, and sales realized can be fed back to marketing. In other words, sales reps place their first call armed with the prospects’ Digital Footprints, and marketing receives all sales values resulting from the lead. Better sales calls and real ROI is a significant competitive advantage.
