Sales force automation systems help your company streamline the sales process and allow your representatives spend more time promoting your products or services. Sales force automation solutions provide real-time analytics that help you allocate resources more effectively. In addition, the sales automation software can give your personnel access to point and click sales information from anywhere in the world. However, to maximize the efficiency of the application you'll need the proper education and training resources.

Sales force automation software training is available through several different avenues. There are free trials available for your company to test the softare out prior to attending training classes. Online tutorials are also a cost-effective option in obtaining SFA training. You could also become certified in the use of sales force automation software solutions. Whichever option best fits your company, there a few items to consider before you choose:

1. Register for a free trial of the sales force automation application.

2. Use online tutorials as a training resource for sales force management software.

3. Obtain certification in all the available sales force automation tools and applications.

Action Steps
The best contacts and resources to help you get it done

Utilize the free trials of SFA applications on the Internet

The training for any software application begins with hands-on use of the product. You need to verify that you and your employees are comfortable navigating the software platform prior to additional capital outlays. Some companies, in order to sell you their SFA application, may offer to give a training seminar.

I recommend: Fill out the registration form from Net Suite to get access to the trial version of their SFA application. Try the web-based sales force automation software available at Sales Boom.

Review the online tutorials for sales force software

Sales automation software online tutorials can educate you and your employees about the application without any time and expense commitment. There are also tutorials available for different management levels.

I recommend: Examine the executive's guide to SFA at CRM Solution. For a comprehensive guide you can review the tutorial at Inside CRM.

Enroll in sales force automation solutions certification courses

The most in-depth training for the SFA platform is the certification curriculums available online. These software certification programs can enable you or your employees to choose the type of training and education that best fits your needs.

I recommend: Evaluate the training certification program at Salesforce, one of the leading providers within the industry. Review the sales force software training programs at The Sales Board.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Before taking any sales force automation (SFA) software education and training, be sure to verify the credentials of the company giving the training. Most companies are reputable but you will want to ask for references of any companies they've trained in the past.

Sales automation software can help make your sales business more efficient and effective by providing easier ways to track and service sales leads and easier ways to manage sales contacts.

Use SFA software when your business has a large number of sales accounts and leads and needs a better way of staying on top of all of your sales information.

When selecting sales force automation software for your business:

1. Compare the features offered by the various SFA solutions available.

2. Consider the training needed by your sales staff and the training programs offered for the sales force automation solutions that you choose.

3. Choose an SFA solutions provider that best fits your company's needs.

Action Steps
The best contacts and resources to help you get it done

Take a look at the features and specifics of the various sales force automation systems available

When looking at various sales force automation solutions, you need to carefully compare program features. Look at the price, ease of use, availability of features, and program reliability. You may also want to choose between web based sales force automation and software based SFA tools.

I recommend: View a demo or request a free 30-day trial of the web based SFA solutions offered through Salesforce. Look at various demos of the GoldMine suite of products offered through FrontRange Solutions. Request a free trial of the NetSuite sales force automation solutions. SAP gives an extensive introduction its sales force automation systems on its sales website. Compare sales force automation software programs online at Capterra.

Think about the training programs offered for various SFA solutions

If you have sales staff without experience on any kind of sales automation software, you must start from scratch in terms of training. Make sure that the SFA software provider or web-based provider has training programs in place. Alternatively, you can obtain training on sales force automation systems through various independent training providers.

I recommend: Contact TrainerQuest for training on various sales force automation systems including Siebel, GoldMine, ACT! and SalesLogix. Obtain training on the GoldMine sales automation software from Training Solutions Now. Contact Sales Automation Group for training on sales force automation software.

Choose a provider of sales force automation software for your business

Look for a provider of sales force automation tools that can provide you with excellent customer service, technical support and other necessary assistance. When considering any type of sales force automation software, be sure to ask about these services.

I recommend: Learn about the support and customer service offered by Oracle for their Siebel SFA software. Get technical support and customer service from FrontRange Solutions on their GoldMine software. Consider the advantages of Microsoft Dynamics CRM for ease of integration with your existing Microsoft software products.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Be sure that the sales automation software that you choose for your business will work with your company's existing computer software and operating system.

Sales force automation software endeavors to manage all aspects of a company’s sales team. As with any other product, there are key terms that can help you understand the software in a broader sense. For instance, CRM is an abbreviation you will often see accompanying the term Sales Force Automation software. CRM stands for customer relationship management, of which sales force automation is an integral piece. Understanding a few key terms will offer a better knowledge base when you begin to make a critical business decision.

Some other key sales force automation terms include lead tracking, contact management, sales pipeline reporting, forecasting and integration.

Action Steps
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Operational customer relationship management

Customer relationship management (CRM) is a business tactic that aims to react to, anticipate and manage the needs of a customer. The term variation that most businesses use in conjunction with salesforce automation software is operational CRM. Operational CRM uses SFA software to manage the operational aspect of your business.

I recommend: Review the tutorial on operational customer relationship management available at Toolbox.com.

Lead tracking

Lead tracking is essentially another term for organizing your prospective business customers with the sales force automation application. Lead tracking also allows you to track the process of a customer throughout the entire sales process. The process starts with initial sales contact and remains until they are no longer clients but sometimes even after that.

I recommend: Use the introduction to the lead tracking software at Right now to understand what the term entails. For a literal business definition, please review the information at NextMark.

Contact management

Contact management is a feature available in most sales force automation software applications that allows you to organize customer information into a single database. This organization makes it easier to stay in contact with a customer and all relevant contacts within that company.

I recommend: Review the tutorial on the difference between the term contact management and sales force automation software from CRM Landmark.

Sales pipeline reporting

Sales pipeline reporting refers to the cumulative data that constitutes the sales during a given period or for a business. With the sales force automation software, you can monitor sales and create custom reports that can identify trends, opportunities and threats.

I recommend: Enterprise Dashboard offers a detailed breakdown of a sales pipeline report. Examine the comparison of the terms sales pipeline and a forecast from Sales Management Software.

Sales forecasting

Sales forecasting is when you use a sales force automation application to predict a future business event or figure. While forecasting is an inexact science, you can use it to establish future budgets and strategies for your business.

I recommend: Study the sales forecasting tutorial available at Intelligent Enterprise. Evaluate the SalesForce forecasting tutorial for a better understanding of forecasting’s uses.

Integration

The term integration refers to how a sales force automation application easily installs into your current system. The seamless integration of the application allows for limited or no data interruption.

I recommend: Assess the SFA integration information from the Kadient website.

Sales force automation (SFA) software pricing and costs can vary depending on the vendor and the size of the application distribution. For a smaller company the “per desktop” expense may be slightly higher due to these companies not being able to take advantage of bulk discounts. However, the overall price tag will be significantly lower because of the limited number of machines that require installation. Nevertheless, sales force automation systems pricing in both instance is paramount.

To find the right sales force automation solutions cost and pricing structure for your business requires diligent research and knowledge of the product. If you find the right vendor that offers a structure that matches your needs, it's also important to know the reputation of this vendor. After all, a software application that lacks proper support and customer service could end up costing you time and money. Before you begin researching, there a few items to consider:

1. Review the sales automation software pricing and cost from the leading vendors in the industry.

2. Study the sales force automation software pricing and performance rating websites.

3. Examine the web based sales force automation options prior to purchase.

Action Steps
The best contacts and resources to help you get it done

Assess the SFA solutions pricing and cost structure available from top vendors

If your company requires the most experienced and stable sales force software vendor, then going with one of the industry may be your best option. Companies like Oracle and Salesforce.com have a long history of providing an excellent product and customer service to go with it. However, the pricing and cost is often high when compared to lesser-known companies in the industry. However, with your company sales at stake, you may not want to risk going with another vendor.

I recommend: Contact a sales representative with Salesforce.com and Oracle for a product-pricing quote.

Visit ratings websites and resources for sales force automation software programs

The various ratings sites available on the Internet can give your company insights into various sales force management software vendors. These resources may help you uncover pricing and cost structures that fit your company better but receive excellent ratings.

I recommend: Review the rating information from the PC Magazine. Evaluate the SFA applications vendor rating resources available at Inside CRM. SFA software is a subset of the overall CRM software package.

Evaluate web based sales force automation for pricing alternatives

For companies working on budget, using web based sales force automation vendors may be an excellent option. This avenue forgoes the installation costs and the maintenance that goes along with it. All you need is an Internet connection to use the software.

I recommend: Sales Junction and Soffront Software are two vendors of the web based sales force automation application.