Sales Force Automation Systems (SFA) were designed to aid organizations by managing and tracking records in one place, providing sales forecasting, and supporting management’s leadership efforts. A recent Gartner report found that, “most sales people see SFA as a management application, rather than a salesperson’s tool.” Instead of helping focus representatives on an individual lead and providing tools to help him or her win it, SFAs all too often turn selling into a data entry task where the information is consumed by management, but does not then get turned into helpful guidance for the salesperson.
With Sales Performance Automation, information that is entered by the sales person is tracked, organized and consumed by both management and the salesperson. For management, detailed information is used for pipelining, coaching, and more accurate forecasts because it removes the optimism that permeates sales people’s assessment of where they are in the sales cycle. The information collected in SPA is also run through the company’s sales methodology and process, resulting in strategy guidance for the salesperson and an early warning system that highlights potential red flags for managers.
Dealmaker® is a CRM 2.0 system. Its Sales Performance Automation software is proven to help consistently win more deals. When sales people are provided with a system with integrated science-based methodology and process that provides them with valuable resources and tools for each lead at each step of the sales cycle, they will consistently use their CRM because it actually helps them do their job better. It streamlines forecasting and provides managers with up-to-date information that is unbiased and realistic, not optimistic. Because everything is integrated into the sales team’s daily-use activities, early warning signs are immediate for better coaching. Dealmaker® comes with a Virtual Learning System that delivers superior training remotely, which is perfect for modern, on-the-job learning. Post-training, Dealmaker’s® lessons can be integrated into the CRM and are on-demand at every step in the sales cycle.
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