Through SFA, you can coordinate and reorganize existing resources and make them play a more full role in sales activities. SFA enables salespeople to easily integrate all customer information, historical records, past orders, inventory, etc., thus forming a unified customer relationship perspective, providing a better customer experience, building trust, and tapping vertical and horizontal sales opportunities.
In an enterprise, even the best salespeople have to face the following five sales problems. Fortunately, the deployment of SFA can help you solve them one by one and make the work of sales staff more handy.
1. Can't keep the promise.
Fulfilling the promise to customers is the basis of maintaining good customer relations. Unfortunately, however, most companies' promises are usually not fulfilled smoothly and in time.
Although the fulfillment of some promises does not fundamentally hurt, it will eventually affect the customer's view of you more or less. Once the customer decides that your company is used to making promises casually, he will gradually leave you.
In addition, SFA system also provides tools for you to pass the information to colleagues in other departments and follow up to ensure that the other party has taken corresponding actions.
2. Different expressions
The same thing, different employees say different things to customers, which is also a major drawback of undermining customer trust. It's hard to imagine that an untrusted customer would be willing to continue dealing with your company.
What customers think of the company largely determines their business relationship with your company. From the operator to the salesman, every customer-oriented employee in the company will have an impact on the customer experience.
If a sales representative tells a customer that a product is in stock and promises a delivery date, and then another employee tells the customer that the inventory is zero, such contradictions or erroneous information will seriously undermine the customer's willingness to trade with the company in the future. Therefore, the information provided by all employees in contact with customers must be consistent (at least not contradictory). To achieve this, it means that every customer-oriented person in the enterprise should be able to obtain consistent and accurate information and commitments to customers in time. SFA can meet this demand.
3. Don't know the customer
In today's competitive customer relationship environment, it plays a decisive role in mastering customer knowledge. A good salesman should always remember this.
For example, when a sales representative calls a customer, the customer has an unsolved problem before, but the sales representative doesn't know it, which will cause an unpleasant experience for both the customer and the sales staff.
Asking customers to explain the same problem to the same company over and over again will make customers feel dissatisfied. They think this is a problem of internal communication, and hope that the sales department does not have to repeat it again and again. By using SFA, you can collect all the information of customers, such as undelivered orders, unresolved problems and historical transaction data, for easy viewing when contacting customers.
4. Make customers remember you
The most embarrassing thing for salespeople is that when you call a customer, the other party can't remember who you are and which company you belong to. The most direct way to avoid this problem is to contact customers regularly and impress them.
SFA can help salespeople to establish memos, remind them to contact customers regularly by email or other media, and let customers keep their memories of you, so as to improve the success rate of sales.
look ahead
In the business environment, the only constant is the word "change". Although SFA can't directly predict the future, it can help you understand the past and lay the foundation for you to predict the future trend.
Taking the order status as an example, SFA can count whether customers continue to add orders in the past period of time, so as to judge the future trend of order traffic. Grasping the long-term trend of customers will help salespeople meet customer needs more efficiently.
Fundamentally speaking, SFA provides a unified customer perspective and provides a more accurate basis for the sales team's actions. However, SFA is not everything. If the correct information is not input into the system, its implementation effect will not be satisfactory.