The technological systems used in salesforce management helps to ease the sales activities and generate effective sales for the organization. These are used in close association with the strategies laid down in marketing management. These systems help to tap potential customers and retain them in the business for a long time. The various processes involved in salesforce management are as follows:
Establishing objectives and targets based on inputs.
Appointing skilled executives and assigning them responsibilities to achieve sales targets.
Gain control over a market within a given time.
Helping the management to adapt to a system to handle a certain type of environment.
The various metrics involved in controlling the salesforce management process are as follows:
Time Management â€“ It helps to measure the time required for completing each task assigned to the salesforce.
Call Management â€“ It involves the plans related to calling the customers concerning sales.
Opportunity Management â€“ It helps to measure the chances of making positive sales to the customers.
Account Management â€“ If the number of opportunities with a customer exceeds an account for that particular customer is created.
Territory Management â€“ It helps to determine the sales figures of a particular area or region.
Advantages and Disadvantages of Salesforce Management
The benefits and limitations of salesforce management are as follows:
Helps to determine the economic structure of the industrial sector in which the organization operates.
Helps to identify the different segments within a market.
Helps to recognize the targeted customers.
Provide a ground for performing market research.
Obtain information about competitorsâ€™ products and business activities.
Wastage of time in entering data.
Too much time is spent in understanding the system.
Huge cost involved in the maintenance of salesforce automation systems.
Integration with different management systems is difficult.
Personal touch with the customers is lost in the process of automation.
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