Most salespeople hate Sales Force Automation (SFA) systems. After all, who wants to waste time entering data into an online system when you can be making calls and winning deals, right?

However, every once in a while, you come across a sales person that actually embraces SFA tools. These tools are their safety net, and in fact, are viewed as job security. After all, with all the client data, logged calls, and notes entered into the system, surely it demonstrates that they have been busy at work.

This is precisely the problem with traditional SFA systems – they are good at telling you what you’ve done, but not good at telling you what you need to do to close a deal. These “Feel Good” systems are great for the under-performing sales person. They hide inadequacy. They allow sales people to report each week – “Look at all the data I entered! I’ve been busy!”. But busy doing what? Not winning deals.

For example, look at Salesforce.com. Sure, its a professional looking online system with loads of functionality. But does it help you win deals? Does it improve your ability to win deals at a faster rate? No. It does, however, allow you to log a call, capture notes, and select your win probability. How many of you sales managers out there actually believe that number, anyway? Are you honestly going to run your sales projections against some random win % entered by a sales person?

These traditional SFA systems make it worse for everyone – the under-performing sales person continues to under perform. Sales managers continue to struggle with low close rates, stalled deals, and poor forecasting data.

Wouldn’t you rather have a sales automation system that told you what was required in order to close a deal? A system that outlined the precise steps you must take to ensure a high win probability? A system that focused on deal flow instead of data entry? As a sales manager, of course you would. As an under-performing sales person, it might be too much exposure.

Is your high technology company lacking the sales capabilities required to win more customers, bigger customers, and new markets?

Despite what your sales team tells you, most companies do not have a proven and repeatable method for winning sales. Each salesperson has their own approach to making sales, but are they winning these deals? When deals stall or close ratios do not meet expectations, typically the sales pursuit team hasn’t covered all bases and they do not realize what is missing. Your sales team can improve their win/loss probability by implementing an automated selling method that provides invincibility to missing any decision-making details in any deal.

Worldleaders has created a next generation sales force automation (SFA) tool built especially for the small to medium size high technology industry with a one of a kind product. These companies are selling a complex product to an organization with multiple decision makers who have competing motivators.

This platform streamlines sales effectiveness though it’s Deal Flow Engine with an embedded solution-selling method that guides salespeople into performing the right tasks at the right time to win more deals. The sales team must go through each step of the solution-selling method, including talking to all top decision makers, qualifying every sale, and sustaining these proven sales methods on a daily practical basis. The system also provides a Dashboard that gives sales managers and sales people real-time data and daily activities to drive correct selling behavior. The Accounts and Order Management module maintains customer account information, and orders statuses.

Continue to follow this blog for updates and testimony about Worldleaders SFA.