Browse Definitions :
Definition

sales force automation (SFA)

Sales force automation (SFA) software is programming that streamlines the collection, analysis and distribution of data in a sales pipeline.

The goal of SFA software is to get the right data to the right people at the right time, and reduce the number of administrative tasks that sales representatives and their managers have to perform manually. For example, sales reps can use SFA software to set up push notifications when a qualified sales lead visits the company's website and an email nurturing campaign to move the lead through the sales funnel.

Managers can use SFA software to monitor sales people's activity and productivity, and use that information to produce marketing plans and sales forecasts.

Depending upon the size and needs of the sales team in question, SFA software may be purchased as a stand-alone app, a cloud service, or a component of a larger customer relationship management (CRM) software suite. Enterprise-level software is usually designed to integrate with core financial applications and includes sales functions such as contact management, territory management and opportunity management.

SFA software can be developed specifically for a vertical industry's needs, or it can be selected from among the increasing number of sales automation software products, such as Zendesk Sell or Shuttle, a lead collection, tracking and distribution software designed by Lunar. No matter what the delivery model, SFA packages usually include a Web-ready database, an e-mail package and customizable templates. A three-tiered architecture is typically used to separate the database, server, and application to reduce programming demands on clients. A module-based design is generally used, to allow users to customize the package to suit their needs.

This was last updated in November 2018
Networking
Security
  • cloud security

    Cloud security, also known as 'cloud computing security,' is a set of policies, practices and controls deployed to protect ...

  • privacy impact assessment (PIA)

    A privacy impact assessment (PIA) is a method for identifying and assessing privacy risks throughout the development lifecycle of...

  • proof of concept (PoC) exploit

    A proof of concept (PoC) exploit is a nonharmful attack against a computer or network. PoC exploits are not meant to cause harm, ...

CIO
  • data collection

    Data collection is the process of gathering data for use in business decision-making, strategic planning, research and other ...

  • chief trust officer

    A chief trust officer (CTrO) in the IT industry is an executive job title given to the person responsible for building confidence...

  • green IT (green information technology)

    Green IT (green information technology) is the practice of creating and using environmentally sustainable computing resources.

HRSoftware
  • diversity, equity and inclusion (DEI)

    Diversity, equity and inclusion is a term used to describe policies and programs that promote the representation and ...

  • ADP Mobile Solutions

    ADP Mobile Solutions is a self-service mobile app that enables employees to access work records such as pay, schedules, timecards...

  • director of employee engagement

    Director of employee engagement is one of the job titles for a human resources (HR) manager who is responsible for an ...

Customer Experience
  • digital marketing

    Digital marketing is the promotion and marketing of goods and services to consumers through digital channels and electronic ...

  • contact center schedule adherence

    Contact center schedule adherence is a standard metric used in business contact centers to determine whether contact center ...

  • customer retention

    Customer retention is a metric that measures customer loyalty, or an organization's ability to retain customers over time.

Close