ABSTRACT
Sales force automation is the application of software and web-based services to automate and support selling and sales management tasks and workflows. In addition to paying for software and hardware, SFA project leaders might buy services from providers that re-engineer selling processes, manage projects, train salespeople, consult on sales force organizational structure, or conduct customer portfolio analysis. Hardware and software are the key technological elements of SFA. SFA software enables reps and their managers to manage sales pipelines, track contacts and configure products, among many other things. The performance requirements of SFA applications can create significant challenges for both hardware and technology infrastructure. All SFA software is designed so that companies can collect, store, analyze, distribute and use customer-related data for sales purposes. Some SFA specialists focus on particular areas of functionality within SFA. Contact management functionality is a cornerstone of most SFA applications. Leading SFA vendors offer functionality designed for sales people in particular industries.
