Pitfalls of Sales Automation

Who ever thought that sales would be automated? If wondering of a yes or no, then yes sales automation exists, and it is a technique of using a certain software just to automate the business tasks of sales, and that makes life soooo simple, as that includes order processing, contact management, information sharing, sales forecast analysis just to name a few sales tasks.

Five Primary pitfalls of sales automation include:

• Lack of buy in

• Improper or incomplete data input

• Non-responsive system due to slow network or limitations of access to the system

• Poor training

• Lack of proper customization.

Lack of sales management or sales staff buy-in is sure to doom a Sales Force Automation (SFA) software implementation. Sales people can be a breed apart relative to other more structured roles in the company. Their income is dependent on sales and their processes are usually the least defined in the company.

Their input must be seriously considered and the system must provide them expressible advantages relative to their existing environment which will eventually enhance complete data input.

A slow or unresponsive Customer Relationship Management (CRM) business system will certainly cause problems with user adoption. CRM and SFA solutions are data intense.

Slow response time, especially in the field for a salesperson is intolerable from their perspective and will hinder sales efforts. It is also imperative that the access to the system is available in the field and not just at the office.

Training is a frequently under-planned and under-invested effort in SFA software implementations. There must be a strong comfort level with the SFA system to support its usage, and provide ease of use.

It is a good idea to make sure that a self paced training program is available well after system implementation for sales staff which need a review as well as new sales staff. Appraisals should also be put into place for the system to appraise the user.

In order for a SFA system to work, you must have proper customization of the menus, forms and fields; and such should be well communicated and clear to understand.