Automation of the sales force is a trend that greatly improves the comercial work and profitability of the company.

Faced with a dynamic market that generates a sense of vertigo, the automation of a sales force presents an opportunity to increase competitiveness and not be swept away by the wave of digitalization, a phenomenon driven by technological progress that often frightens business executives.

How does the automation of a sales force work?

Initially, the automation of a sales force involves the use of computers and mobile devices. Those elements constitute a technology baseline, in addition to the implementation of software and applications developed especially to manage a company’s sales.

Known by its acronym in English, CRM (system for the management of customer relations) serves as a tool for sellers to optimize commercial work. However, given the increasing integration of  platforms and the capabilities of current systems to operate with different languages, an adequate system to automate sales is one that transcends traditional CRM systems to give the user the possibility of working with multidirectional information that touches on different areas of the company.

Automate sales with a tailored solution

Because each organization has a different growth rate and needs, the most effective business applications are those that are personalized. In the case of a company engaged in the manufacturing and distribution of liquors, for example, substantial support will be found if the system is able to  automate tasks based on the number of bottles handled by the customer. To do this, sellers must have multiple options for filling in fields ranging from the number of bottles ordered to the frequency of visits to bars.

An automated sales area must also be able to schedule visits to customers according to various parameters, such as product demand or geolocation. Simultaneously, when the platforms are truly adapted to the requirements of the business, they can even contain fields that address issues such as competition. One way to achieve this is by adding a field in which the sales representative indicates the price set by the competition.

Another automatable issue can also be merchandising. In a system, it is  possible to load information relevant to things such as refrigerators, illuminated signs, new campaigns or maintenance.

When reviewing a commercial strategy, however, one must not forget to study how the sales force is at the forefront of change. Aligning business strategies and technology based on automation can result in a powerful instrument to successfully compete in the market.

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