Since costs are related in great part to human resources, they will be reduced by any measure allowing an increase of efficiency.

Apart from the speed of action obtained through automation, we may also count the benefits related to integration between applications: by including in the system an interface to ensure the flow of data between the SFA application and the ERP management software, we then feed the latter without resorting to manual data entry, thus saving work, time and money. Entered once and for all in the field, at point of sale, the data remains usable from one application to the other, through all steps of the financial cycle.

We may mention again the time saved by management officers having instant access to complete information, and to summaries and statistics recalculated automatically according to any categorization requested.

Repetitive manual work has just been mentioned, in the form of data entry having to be done twice if applications are not integrated with one another. But repetition, there again, also causes an increase in the risk of errors, which is avoided with a system-integrated SFA solution.

There is also the risk of forgetting tasks – which the SFA software is configured to help against: with multiple tasks to be performed at each customer visit, representatives may rely on the fact that the application shows them a visual layout of their workflow, which is preset according to the type of customer they are visiting. Their mobile device also contains their To-Do List of special points to check.

Losing documents? A thing of the past, thanks to digital archiving. Orders, past invoices, proofs of delivery with signature, all remain available in memory – and can be reprinted if the customer requests, or even sent electronically.

And again, time. Time saved for the manager, using the compilation and performance analysis tools, as also the time saved by the SFA mobile user, which indeed will be shown by this performance analysis: it has been shown that an SFA application can allow a representative to realize a time saving of up to 15%.

A reduced risk of errors is already a good point as a factor of satisfaction. But significant above all, is the whole power of information that you can leverage thanks to SFA. It is up to you to make the numbers come alive: by tracing back the history of your customers’ purchases, you have everything to establish forecasts and solid business strategies that will optimize the availability of products to maximize sales, proposing the quantities and products that are most pertinent, for each customer, according to the time of year, thereby avoiding stock-outs, and reducing returns. Your customers themselves end up better informed, better equipped, and more efficient. Everyone wins.

As the representative starts his day, the system determines the sequence of customers to visit for that day, so as to match each customer’s specific visit frequency. Beginning a visit, he will rely on an illustrated workflow, preset by customer type, and will consult the notes taken with regard to that customer. At any time, he has access to the messaging system, used for exchanging communications with the office, or with another mobile user.

For his sales presentation, his computer holds everything. The detail of promotions, product sheets, and a dynamic analysis query tool with statistical diagrams, to interpret historical data, illustrate projections, and demonstrate the appropriateness of his suggested order.

Order taking, and the capture of merchandising data as well, are executed efficiently and rapidly using the automated tools: keyboard or scanner, picture taking or checklists. This way the managers receive, through remote communication, the information related to inventory, planograms, retail prices, and products of the competition.

The keyword is responsiveness. We have highlighted the power of information as the number one tool, whether it is to measure performance, or establish your business strategies on solid ground.

Now, information is available even remotely and in real time if required, which puts you a step ahead to define your actions. SFA also provides the communication network to push directives through to your personnel in the field at any time. You may even broaden this network by also implementing automation for your delivery team with a Direct Store Delivery (DSD) application, so a to ensure the best responsiveness to your customers’ needs, by networking all levels of your organization.