Why is my sales force automation system failing?

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.

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Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective

Sir Syed Research Journal of Engineering & Technology ◽

10.33317/ssurj.v9i1.111 ◽

2019 ◽

Vol 9 (1) ◽

Author(s):

Adeel Naqvi ◽

Imad-ud-din Akber

Keyword(s):

Multivariate Analysis ◽

Positive Relationship ◽

Sales Force ◽

Automation System ◽

Wireless Devices ◽

Sales Forecast ◽

Sales Force Automation ◽

Sales Team ◽

Dependent Variables ◽

The Impact

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.

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Birlasoft Inc. — Sales Force Automation at Crisis: Software as a Service (SaaS) or Software as a Product (SaaP) (A) & (B)

Asian Case Research Journal ◽

10.1142/s0218927515500121 ◽

2015 ◽

Vol 19 (02) ◽

pp. 311-351

Author(s):

Shilpi Jain ◽

Mahadeo P. Jaiswal

Keyword(s):

Tracking System ◽

Vice President ◽

Sales Force ◽

Automation System ◽

Global Marketing ◽

Team Members ◽

Sales Force Automation ◽

Clear Visibility ◽

Internal And External Factors ◽

Time Frames

Case (A) Birlasoft, a Global IT major, had been facing massive challenges in monitoring its sales force spread over 20 global locations. Owing to the strong client base spread all over the world and the massive sales force, the organization needed to focus on a more efficient sales tracking system. Ravi Kathuria, Senior Vice president — Global Marketing & Alliances of Birlasoft was keen to align the organization’s dispersed sales force through Sales Force Automation (SFA) system. In this context, SFA was expected to provide transparency and clear visibility of the sales pipeline. There was also an expectation that SFA would help in improving efficiency of global sales force in terms of reporting and customer analysis. At first, the organization decided to implement a home grown sales force automation system, which turned out be a failure, owing to both internal and external factors. This led Kathuria to explore other options which could meet their system requirements and could be implemented in shorter time frames with minimum budget. They evaluated multiple options and are debating on which system to opt for. This case examines the various software delivery methods in the decision on new software procurement. Several software and vendor parameters and the analytical structure and process for evaluating software vendors are included for consideration. This case underlines an innovation which has introduced a complete paradigm shift in information application acquisition, that is, instead of buying software as a product, organizations are increasingly procuring it as a service. Case (B) Following from Case A, the team in Birlasoft appraised multiple options and the majority of the team members were inclined towards SaaS-based SFA. This case discusses various processes and parameters considered by Birlasoft while deciding on a new software vendor.

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Sales Force Automation Acceptance: An Exploratory Study Of The Role Of Job Experience

Journal of Applied Business Research (JABR) ◽

10.19030/jabr.v20i3.2219 ◽

2011 ◽

Vol 20 (3) ◽

Author(s):

Jian Guan ◽

Robert M. Barker ◽

David J. Faulds ◽

Stephan F. Gohmann

Keyword(s):

User Satisfaction ◽

New Technologies ◽

Sales Force ◽

Automation System ◽

Efficiency Gain ◽

User Perceptions ◽

Job Experience ◽

Sales Force Automation ◽

Managerial Implications ◽

Negative Perceptions

User perceptions of new technologies may ultimately affect their acceptance of that technology. Recent research has identified a clear connection between user perceptions of Sales Force Automation and their acceptance of Sales Force Automation technologies.  Anecdotal evidence suggests that relative to less experienced salespeople, more experienced salespeople tend to have more negative perceptions of sales force automation.  This paper examines the relationship between job experience and perceptions of a sales force automation system.  The results are based on a survey of 1,657 salespeople about their perceptions of several aspects of a sales force automation system in a large sales organization.  This study finds significant differences by sales experience in areas such as perceived productivity/efficiency gain, perception of sales force automation as a micromanagement tool, and user satisfaction with system functionality.  Based on these results several important managerial implications for the adoption of a sales force automation system are suggested.

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SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION

Jurnal Ilmiah Matrik ◽

10.33557/jurnalmatrik.v20i3.469 ◽

2019 ◽

Vol 20 (3) ◽

pp. 214-223

Author(s):

Vivi Sahfitri

Keyword(s):

Information System ◽

Customer Service ◽

Sales Force ◽

Sales Force Automation ◽

Sales Process ◽

Marketing Area ◽

Consumer Dissatisfaction ◽

Product Manufacturer ◽

The Way

The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.

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COLLABORATIVE SALES FORCE AUTOMATION TOOLS – DRIVERS AND CHALLENGES

Global Fashion Management Conference ◽

10.15444/gmc2020.06.08.02 ◽

2020 ◽

Vol 2020 ◽

pp. 857-858

Keyword(s):

Sales Force ◽

Sales Force Automation ◽

Automation Tools

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Conceptual framework and research method for personality traits and sales force automation usage

Scientific Research and Essays ◽

10.5897/sre11.1022 ◽

2011 ◽

Vol 6 (17) ◽

pp. 3784-3793 ◽

Cited By ~ 32

Author(s):

Chen Cheng Wu ◽

Tseng Chun Pin ◽

Lee King Ling ◽

Yang Han Chung

Keyword(s):

Personality Traits ◽

Conceptual Framework ◽

Research Method ◽

Sales Force ◽

Sales Force Automation

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Software Engineering and New Emerging Technologies

Economics ◽

10.4018/978-1-4666-8468-3.ch081 ◽

2015 ◽

pp. 1541-1563

Author(s):

Sergio Ricardo Mazini

Keyword(s):

Software Engineering ◽

Information Integration ◽

Research Method ◽

Emerging Technologies ◽

Sales Force ◽

Mobile Technologies ◽

Sales Force Automation ◽

Industrial Companies

This chapter presents an approach to the role of software engineering in developing solutions for new mobile technologies, like tablets. It discusses the importance of the new standards brought by emerging technologies such as engineering and how software must adapt to this new reality in order to identify the needs of data, information, integration, shares, and other issues that will contribute to the life cycle of these solutions. The chapter also discusses the contribution of users in the development process and improve these solutions. The research method is the case study conducted in industrial companies that use a digital catalog solution and sales force automation for tablets. This chapter presents a new approach based on commercial tablets which is supported by a platform of software and services called commercially Nimiam (www.nimiam.com.br).

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Studi Kelayakan Aplikasi Sales Force Automation pada PT. Semesta Nustra Distrindo

Sisfo ◽

10.24089/j.sisfo.2017.01.005 ◽

2017 ◽

Vol 06 (02) ◽

pp. 213-230

Author(s):

Janandra Aji Prayuda ◽

◽

Joko Lianto BulialiPublished ◽

Keyword(s):

Sales Force ◽

Sales Force Automation

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Mobile Business Applications

Mobile Computing ◽

10.4018/978-1-60566-054-7.ch174 ◽

2009 ◽

pp. 2163-2168

Author(s):

Cheon-Pyo Lee

Keyword(s):

Mobile Applications ◽

Financial Management ◽

Sales Force ◽

Customer Relationship ◽

Mobile Technologies ◽

Mobile Business ◽

Sales Force Automation ◽

Business Applications ◽

Scale Usage ◽

E Mail

As an increasing number of organizations and individuals are dependent on mobile technologies to perform their tasks, various mobile applications have been rapidly introduced and used in a number of areas such as communications, financial management, information retrieval, and entertainment. Mobile applications were initially very basic and simple, but the introduction of higher bandwidth capability and the rapid diffusion of Internet-compatible phones, along with the innovations in the mobile technologies, allow for richer and more efficient applications. Over the years, mobile applications have primarily been developed in consumer-oriented areas where products such as e-mail, games, and music have led the market (Gebauer & Shaw, 2004). According to the ARC group, mobile entertainment service will generate $27 billion globally by 2008 with 2.5 billion users (Smith, 2004). Even though mobile business (m-business) applications have been slow to catch on mobile applications for consumers and are still waiting for larger-scale usage, m-business application areas have received enormous attention and have rapidly grown. As entertainment has been a significant driver of consumer-oriented mobile applications, applications such as delivery, construction, maintenance, and sales of mobile business have been drivers of m-business applications (Funk, 2003). By fall of 2003, Microsoft mobile solutions partners had registered more than 11,000 applications including e-mail, calendars and contacts, sales force automation, customer relationship management, and filed force automation (Smith, 2004). However, in spite of their huge potential and benefits, the adoption of m-business applications appears much slower than anticipated due to numerous technical and managerial problems.

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