SFA by Abacomm is an application of sales force automation with mobile and BackOffice/web modules, allowing support and management of the phases of prospecting and company sales. The mobile part is addressed to the sales teams and their daily needs, and the BackOffice/web provides support both for the salespersons in more complex activities besides allowing to administrate the sales process by the responsible persons and by upper company management.
The sales professionals need more effective mobile technologies to maximize their productivity, offering excellent assistance to the client, controlling costs and helping to accelerate the sales cycle, instead of wasting time with unnecessary bureaucratic activities. All this in a simple, efficient and intelligent way.
Benefits
>>Increased productivity of the teams; >> Availability of online information required for closing of the sales (proposals, prices, product detailing); >> Possibility of gathering relevant information for a study of the relationship; >> Improved performance due to information available "just in time"; >> Team commitment and alignment; >> Cost reduction; >> Represents an online control/monitoring tool of the team and empowerment incentive at the same time.
Main Functionalities
>>Planning of bookings, visits, tasks and surveys; >> Field activities such as portfolio presentation, data surveys, relationships management, preparation of orders, credit analysis and forwarding of proposals; >> Trackability of planned and actual field routes, with the use of mapping tools and GPS; >> Always accessible, even when the device is out of reach or offline; >> Security: all interactions and information exchanges are encrypted and cannot be copied or retransmitted; >> Administration via WEB; >> Access control reports, indicators of performance and tool utilization; >> Comprehensive set of analytical tools (reports, graphs, tables), that transform data into information.
>> Despite selling technology, TIM partners were using bureaucratic procedures (paper forms); >> High costs for input of orders that generated typing errors; >> Large number of visits required to perform each sale (costs for transportation and travel); >> Processing difficulties (approval of prices and credit) used to delay or inhibit sales; >> Administrative tasks or office feedback reduced the time dedicated to client relations; >> Inexistence of standardized formats for collection of information for the sales funnel; >> Lack of an online tool to monitor all 600 authorized agents.
Solution Implement SFA by Abacomm for all 600 authorized TIM agents (over 6,000 salespersons). The solution was installed in Nokia E61 and Blackberry Curve devices.
Results >>Sales management: improved control, follow-up and visibility of the sales process and fidelization of consultants; >> Reduction of costs: travel and paper/printing; >> Increase in productivity: reduction of the sales cycle, agility in credit analysis, easiness to simulate device prices, online access to updated inventory and forwarding of proposals through the Smartphone itself; >> The holding company changed to a single platform/management system for control of the entire indirect sales force. This generated standardization and accuracy in the analysis of reports and results; >> Differentiation.
