Top 5 Benefits of Integrating SFA with CRM Systems

According to a report published by McKinsey, roughly 30% of sales processes can be automated. These numbers show the benefits of SFA and CRM. Whether reducing the time spent on admin tasks or enabling sales reps to drive better success with their strategic selling, SFA does it all.

While sales force automation (SFA) and customer relationship management (CRM) are two distinct tools, they complement a company’s sales strategy. So, when integrated correctly, they can turn around the sales success and drive a company’s growth.

In this 1Channel guide, we will focus on the importance of sales force automation in CRM and why your business needs to adapt it, too.

A Look into the Basics

Before we delve into the importance of sales force automation CRM, let us understand the individual concepts separately.

Sales force automation involves using tools and software to automate time-consuming tasks that sales representatives undertake. Whether updating the sales date, prioritising follow-ups, or generating reports, the right SFA system will automate these processes, streamlining things for the field sales team and the company.

Customer relationship management (CRM) is a unified system that helps businesses manage their relationships with existing and potential customers. The main objective of CRM software is to create a centralised hub that keeps track of customer data, marketing strategies, and real-time insights and also enables collaboration and seamless communication between team members.

Why Is It Necessary to Integrate SFA with CRM?

Before we examine the benefits of sales force automation in CRM, we need to understand why integrating the two is necessary for a business’s growth.

To clear things up, CRM and SFA can function independently. However, integrating the two creates powerful synergies that can drive your business’ growth to unexpected levels. When you integrate the two elements, it helps to:

1. A better look into the customer’s buying journey.
2. Streamlining the sales process of the business.
3. Get rid of data silos.
4. Remove room for errors and inaccuracies.
5. Foster collaboration across various departments in the business.

In short, combining the two contributes to a unified sales approach, allowing businesses to drive their revenue generation and contribute to improved customer satisfaction, too.

Benefits of Sales Force Automation in CRM

Being aware of the importance of SFA and CRM allows you to unlock beyond comprehension benefits. Not only do they automate the admin tasks, they also help to keep the business’ growth on track. 

To better understand the impacts of salesforce automation in CRM, we need to pay close attention to the benefits:

1. Enhanced Sales Team Productivity

For a business that relies on its sales team to drive revenue and growth, automating the sales team's repetitive tasks can contribute to optimal productivity and better company outcomes. When an integrated system with SFA and CRM is involved, the sales representatives have an upper hand in simplifying the administrative tasks to drive better productivity and efficiency.

The seamless automation of these tasks further allow the sales representatives to shift their focus more towards selling and fostering better customer relationship. Also, the integration of SFA eliminates the manual error and provides access to accurate data updates, allowing to a simplified lead management process.

2. Improved Data Accuracy and Consistency

One of the most essential benefits of SFA in CRM is access to improved data accuracy. The integrated tools allow the sales team to update the sales data in real time, keeping the processes streamlined and leaving no room for errors. It removes the complexities of duplicate data, conflicting information, or gaps in customer records.

Access to consistent data across the SFA and CRM software translates to accurate sales reports. This, in turn, helps the sales managers make decisions that are based on the real-time data and analytics instead of rushed decisions for the future of the business’ marketing and sales.

3. Better Customer Insights and Personalisation

Roughly 71% of customers expect businesses to deliver personalised interactions. This is another aspect of the sales process that SFA takes care of. Delivering a personalised experience has become a necessity to retain customers. When you integrate SFA into your business’ CRM solution, it provides a 360-degree view of customers.

SFA takes care of automating the tasks of the field sales team and monitor aspects like sales report and sales numbers. On the flip side, CRM takes care of the customer’s needs, preferences and pain points, offering data that allows the sales team to deliver personalised experience that contributes to better sales outcomes.

4. Streamlined Sales and Marketing Alignment

Marketing efforts and sales are often hard to align, affecting sales outcomes to some extent. This is where the combination of SFA and CRM comes into the picture. While CRM systems manage campaigns and track leads, SFA systems manage opportunities and close deals. Thus, SFA CRM software is necessary to bridge the gap between sales and marketing.

One of the most important and unsung benefits of SFA and CRM is closed-loop reporting. Being able to track the entire customer journey provides businesses with valuable insights into the effectiveness of their marketing efforts and adjust strategies accordingly.

5. Faster Decision-Making with Real-Time Data

Without a doubt, the biggest benefit of field force automation in CRM is the ability to make faster decisions with access to real-time data. Real-time reporting empowers the sales team and sales managers to make data-driven decisions for the business that yield favourable results in terms of sales, revenue, and business growth.

SFA solutions contribute to improved forecasting, not just decision-making. With access to up-to-date information on leads, opportunities, and sales pipeline stages, they allow businesses to adjust their sales strategies to drive favourable outcomes.

Ready to Integrate SFA Solutions Into Your Business CRM?

The integration of SFA with CRM drives a business’ success to no end. When you can leverage the benefits of SFA and CRM, you can streamline business operations, foster collaboration, and deliver personalised customer interactions.

With 1Channel’s field force automation integrated with CRM solutions, you can elevate your sales management to new heights.

Ready to make the switch? Book your free demo today!