Salesforce automation is as crucial as important it is because the sales volume and quality of an organization completely depend upon the quality, quantity, and hard work done by the sales force and its elements in that organization. Earlier sales management included just the direction of sales personnel. Whereas now it has developed a broader significance as now it also includes management. Of all activities related to sales which include:- sales promotion, pricing, physical distribution, and product merchandising.
If we talk about the meaning of Sales Force Automation according to the various world level organizations:- It is clearly defined as “planning, directing and controlling of various activities performed by the sales personnel of an organization which includes the following:- electing, tutoring, equipping, allotting, routing, compensating, motivating and controlling”. In simple words, the process of managing the sales force and its various related activities.
