The Benefits of Sales Force Automation

Managers often end up doing a lot of multitasking. As a result, they can accidentally mess up some responsibilities that may compromise the quality of customer service. In addition, they may not be able to track employee performance accurately. These circumstances can have a negative impact on the business.

A sales force automation management system is a popular method used to facilitate the sales process. It automatically handles different sales process phases. With this, businesses are able to provide support for their customers and employees leading to faster growth.

The following are the key benefits of sales force automation.

  • Easy and fast sales report generation

Using this software allows users to organize and track collections, pending payments and returns. With this, it will be a lot easier for them to come up with sales reports. Managers do not have to do everything manually. In addition, the system helps them determine where they have to improve their sales and when to follow up. With the report generated, they will be able to make appropriate plans for the future such as promotions.

  • Avoids bad scheduling

With a good sales force automation system, managers can also create and keep track of their appointments. The software has the capability to remind them of their appointments so they will not miss them. This allows managers to improve their relationships with their business partners, customers and employees.

  • Easy, centralized tracking of customer information

Should customers make changes to the details initially provided, these systems allow managers to take note of them without any hassle. With this, they will be able to follow up on customers using the latest information provided. If there are calls involved, the system will also keep track of them and store the details for easy access in the future.

  • Easy sales forecast

The system allows users to track customer behaviors and market swings. With this, the software will keep, store and analyze all information that will be vital in coming up with sales forecasts.

Commercial Sales Force Automation Systems


SalesForce CRM applications along with its mobile cloud-computing model provide users affordable and fully-packed sales force automation software. It also utilizes a pay-as-you-go model. At present, SalesForce is serving businesses of all sizes across the globe. What makes the system attractive to customers is that it requires no software or hardware installation.

With SalesForce, users can get their businesses up and running without waiting for a long period of time. In addition, the system allows them to import their existing data from ACT!, Outlook or Gmail and even upload an .XLS or CSV file.

SalesForce offers the following features:

• User authentication
• Physical security
• Application security
• Date encryption
• Intrusion detection systems
• Latest firewall protection
• Proprietary security products

SalesForce offers three editions with different pricing and features. This includes group edition that allows up to five users, professional edition for unlimited users and enterprise edition.


SugarCRM (Paid)

SugarCRM is an open source sales force automation system. It offers cost-effective and flexible options for businesses of all sizes. SugarCRM also offers three editions. This includes the open source, professional and enterprise editions. SugarCRM was developed and designed on the open source LAMP platform.

SugarCRM has the following features:

• Microsoft Outlook and Word integration and synchronization.
• Customizable with pre-built dashboards.
• Access Control for information to be shared or restricted.
• Ability to import customer data like .CSV files or those from SalesForce and ACT.
• Sales lead creation and tracking.
• History of calls, tasks and meetings.
• Summary view of leads, sales pipeline graphs and upcoming appointments.
• Customer information sharing with co-workers or customer service staff.



ZohoCRM is another sales force automation management system that offers similar capabilities as the others in the industry. Basically, ZohoCRM allows users to manage tasks, track sales activities, get easy access to contact history and forecast sales.

What makes ZohoCRM unique is that it has the ability to store everything about a particular customer in just one page. With this, managers and users will find it easy to track activities, emails and product purchases. In addition, the latest integration with Zopim allows salespeople to get all the information they need based on conversations with the customer.

ZohoCRM Features:

• Integration with web forms that allows businesses to communicate with website visitors, conduct surveys, generate online sales, send user query responses and provide online feedback.
• Lead assignment and management.
• Sales opportunity management including monitoring competitors and tracking sales cycles.
• Pay-as-you-go.
• Sales forecasting.



37Signals created the HighRise CRM solution that is now used by a number of companies and organizations. According to users, this sales force automation management system’s main attraction is its simplicity. This is because the system’s focus is mainly on core tasks. This means there are no unnecessary buttons and cluttered options.

Users can expect that they can get almost all the basic features that a CRM product should have with HighRise. Another great feature is that HighRise can store information from as many as 30,000 customers and contacts. Co-workers will also be able to share the information with one another.

HighRise has three editions. This includes the basic edition for small groups, premium for power users and plus for users with unlimited deals. HighRise allows integration with a number of apps for the following purposes.

• Customer service and support.
• iPhone and mobile optimization.
• Sales and marketing.
• Business productivity and reporting.


If you are looking for a low-cost, open source solution for your sales force and marketing automation, you may also check out my post on the top open source CRM systems. Regardless of the platform you choose, getting the right sales force automation system for your organization can be instrumental in streamlining redundant processes while increasing transparency and profitability.

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Analytics & AdWords certified growth engineer with over a decade experience in making businesses successful. I own and operate AXZM and often speak at top national industry conferences on the topics of strategy, design and marketing technology. Work with me or learn more about me here. Follow me @nawlready


Leave Comment


    • Paul Webber
    • January 7, 2014

    My firm uses Commence CRM – it’s an excellent sales automation program that is comprehensive but very easy to use. Not mentioned here but one that business interested in sales automation should look at.

  1. Reply

    You might also look at Microsoft CRM, one of the few sales force automation systems in Gartner’s top quadrant.

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