The SFA of CRM
Posted by Phil Kessler on March 23, 2009, 8:10 AM EDT
It's the Simple Things that Make CRM a Compelling Solution
SFA, Sales Force Automation, in one of the three cornerstones of most CRM products. The others are Marketing and Customer Service - they're used on a regular basis by companies that need to manage those functions in a standardized, transparent way. But when a CRM solution is used for Customer Service, every transaction is entered into the system for disposition - it's not an option. The Marketing functionality is employed for specific tasks - surveying customers, sending promotions etc.
Sales Force Automation, the function of following up leads, managing accounts, scheduling activities and making notes on interactions are optional tasks for the salesperson. A good salesperson, who understands the value of creating a history of interaction with customers and prospects, will take the time to add to that history so that future sales calls are focused on the customer need. In order to get sales force adoption, a CRM system has to be intuitive.
ConcourseSuite has been designed as a logical, intuitive, easy to use CRM product that is can be customized in a varierty of ways by the user. It is a tool that makes it very easy for sales people to enter data, move from screen to screen and create the history necessary for successful sales calls.
Flashy software has it's place, but a CRM system should invite quick, straightforward communication with the user.. ConcourseSuite makes it easy.