The Pros and Cons of Sales Force Automation Solutions

Sales force automation solutions generally mean automating sales opportunities within the company. It has many applications and features including calendars, information generation and sharing, “to do” lists, contact management, proposals and presentations, product configurations, to name a few.

Similarly, today’s sales force management solutions and sales force automation solutions also include numerous advanced tools such as product knowledge, sales forecasting, and lead tracking systems. . Here’s the beginner’s guide to the pros and cons of these automation solutions.


With the help of this system, sales managers can develop various tables, graphs and reports automatically instead of manually collecting call sheets and various pieces of information from various sales masses and putting them into traditional spreadsheet systems.

They could more often and easily access order books, activity reports, stock positions, and some other sales information where they could use active control over different leads from total sales.

With the help of advanced statistical techniques and analytical tools, managers could examine information and data that automatically comprise information from market research, new products, new competitors and marketing trends, and identify the most problematic and highest paying customers.

With the most complex and advanced automation models, managers could easily cover the productivity of their sales faculty. They could also calculate key performance indicators such as revenue per sales district, revenue per salesperson and number of phone calls per day, price for phone calls, allowances per customer, number of outstanding accounts, and number of customer disputes, to name a few.

The marketer could find out the target markets and sections within the markets by using these automation tools and applications.

This solution can make it really easy for marketers to implement market research and develop demographic and behavioral visibilities of extremely potential consumers.

This management solution allows the marketer to know the corporate strengths and weaknesses. Match your competitor’s strengths and products and take the right steps.

This automation system makes the marketer create the correct marketing schemes by applying the variables of ‘marketing merge’ of product, cost, promotion, and statistical distribution.

With the help of this software, the marketer could coordinate with some other sales activities and functions, such as sales advertising, advertising campaigns, media promotion, and public relations.


If this automation solution does not integrate properly with some other sections of the organization, it can lead to a lack of communication, which could progress in multiple sections by contacting the same consumers for the same purpose.

Of course, various automation systems are difficult, making it very difficult to work on this solution without proper active training and experience.

Almost all sales force automation solutions require day and night information and data updates, regular updating and system maintenance.

Few automation software, especially complex and comprehensive ones, are very expensive and therefore discourage small and medium-sized business organizations.

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