Guide to Automating Your Sales Force

Take the path of least resistance: An online, on-demand SFA solution

Need an SFA solution right now? SalesForce.com offers a top-of-the-line Web based SFA system that easily puts a small company into the sales automation fast lane.

I recommend: Visit SalesForce.com for details on different SFA versions available, and a free demo.

Choose the right software for your own in-house system

There are several flavors of sales force automation SFA software are on the market. To find the right one for you, compare ease of use, features, price, integration, reliability and levels of customer support and training, among other things.

I recommend: Find out what to look for in SFA software at BuyerZone.com. ACT! is a package tailored for small business. Other popular programs include Goldmine, Sant Suite, NetSuite and Siebel.

Train your sales force to use SFA systems efficiently

Upgrading your sales automation system will only work if your sales force is trained properly. Most SFA software vendors will provide some initial training as part of the sale. Outside training companies that specialize in SFA may be the best option after your training program with the vendor has expired.

I recommend: Find out what kind of SFA training you can expect from your vendor. Trainer Quest provides training in several popular SFA software platforms. Training-classes.com offers training kits in a box with phone support.

Communicate

An essential key to successful sales automation is for everyone on the sales team to communicate failures and successes, share information and support each other.

I recommend: If your sales force isn't located in one facility or location, the next best thing to meeting is web conferencing. Microsoft's Live Meeting Software and Web Conferencing Central allows your sales team to meet no matter where they are in the world using Internet access.