There may be people who feel that “sales performance is sluggish” or “I want to analyze the company’s sales figures and discover issues”. If you use the analysis function of SFA, you can analyze numerical values related to sales performance, so you can extract sales issues and improve sales performance.
In this article, we will introduce 7 sales analysis that can be done with SFA.
- What is the function of SFA in the first place?
- What is SFA
- 5 features of SFA
- 3 reasons why SFA sales analysis is important
- (1) Discovery of sales issues
- 2) Able to deal with problems quickly
- ③ Optimal sales strategy can be established
- 7 sales analytics you can do with SFA
- (1) Behavior analysis
- ②Factor analysis
- ③ Verification analysis
- ④ Predictive analysis
- (5) KPI analysis
- ⑥ Area analysis
- ⑦Trend analysis
- 3 points to take advantage of SFA’s sales analysis
- ① Share information with other departments by creating reports
- (2) Utilize sales results in education
- (3) Improving performance by activating communication
- Introducing three SFAs with extensive sales analysis
- ② Chikyu
- Increase sales with SFA’s sales analytics capabilities
What is the function of SFA in the first place?
First, let’s understand the outline and function of SFA.
What is SFA
SFA is translated as a sales support system, and is a system that automates the work that occurs in the sales department of a company. If you use SFA, you can automate the work related to sales that was dependent on individual skills, eliminate the shortage of sales people, and allocate other personnel.
Not only that, you can analyze customer information and sales related information, so your productivity in sales will increase.
5 features of SFA
What functions does SFA actually have? Here are five basic functions of SFA.
- Customer information management
- Sales activity history/daily report
- Schedule management
- budget management
- Sales analysis
I will explain each.
(1) Customer information management
This function manages information related to customers, such as company information, personal names, and business negotiation history. You can enter and save customer information.
If you use the customer management function, you can not only remember customer information, but also check what kind of customers you have and the history of business negotiations.
②Sales activity history/daily report
Manage the history and reports of sales activities such as negotiations. Enter the date and time of the negotiation, customer information, content of the negotiation, results of the negotiation, etc.
By reviewing the negotiation history through this function, you will be able to understand your own sales trends and improve your sales style.
③ Schedule management
Enter and move sales activity schedules. In addition to preventing forgetting schedules, sharing schedules makes it easier to schedule sales activities for the entire company.
④ Forecast management
Budget and actual management is the management of budget and actual results. Compare the budget and targets with the actual expenses and sales at the present time and make a difference.
Since you can check at any time how much sales sales are currently short of your goals, you can rethink the process and approach to achieving your goals.
⑤ Sales analysis
This is a function that analyzes figures related to sales. In this article, I will mainly explain this sales analysis function.
3 reasons why SFA sales analysis is important
I would like to introduce three points about the importance of sales analysis by SFA.
- Discover sales issues
- Able to deal with problems quickly
- Create the best sales strategy
(1) Discovery of sales issues
Sales analytics give you visibility into your sales activities and the numbers you’ve earned, so you can check which numbers you’re missing and your progress. Since you can see departments and target customers for which figures are not available, you can discover issues related to sales.
2) Able to deal with problems quickly
With the calendar function and business negotiation history, you can notice problems such as lack of contact with customers, omissions in business negotiations, and omissions in orders . With SFA, business negotiation information and schedules can be viewed in real time, so problems can be noticed and dealt with early.
③ Optimal sales strategy can be established
Since you can see the sales performance of each SFA sales person, you can also calculate the average sales figures. Also, by reviewing the business negotiation history, you can understand the weaknesses of the sales.
Therefore, you will be able to build an optimal sales strategy after understanding the characteristics and issues of the sales person .
7 sales analytics you can do with SFA
Here are 7 types of sales analysis that can be done with SFA and an overview of them.
- behavior analysis
- factor analysis
- Validation analysis
- Predictive analytics
- KPI analysis
- Area analysis
- trend analysis
(1) Behavior analysis
Analyze when, where, and how long the sales person did what kind of sales activities. This makes it possible to analyze where the salesperson is wasting time and the time it takes to negotiate .
Eliminating wasted time on sales activities will free up your time for other areas of focus . Those who spend too much or too little time in negotiations may be giving too much or too little information to the customer, or they may be underprepared, so such measures are also possible.
Attribution analysis is to clarify the relationship between cause and effect. Analyze the factors that prevent sales targets from being achieved .
It is important to check the content of business negotiations, but it is also possible that the sales target and data entry may take time other than sales activities, so let’s check other areas besides the business negotiations.
③ Verification analysis
When you devised a measure to solve a business problem, you need to execute it and verify it. Let’s verify whether the hypothetical problem solution is correct .
④ Predictive analysis
Analyze whether the forecasted sales are being achieved. If you do not check the sales progress frequently, it will be difficult to achieve the target. Analyze how likely you are to achieve the expected performance.
(5) KPI analysis
KPI is an abbreviation for Key Performance Indicator, meaning an important performance indicator. It is a specific numerical value that indicates the degree of achievement of the target.
For example, “If the goal is to increase annual sales by 5 million yen, increase the number of new customers acquired per month by 15%.” This is a KPI. You can see how much KPI can be achieved because you can grasp the number of sales and customer acquisition.
⑥ Area analysis
You can analyze which area customers are likely to sell your services. If you know the area where you can sell, it will be easier to do business in similar areas.
Let’s analyze which area the service is easy to sell from the customer information .
A trend is a movement or tendency of a person’s psychology or behavior. This refers to customer trends. Let’s analyze what kind of customers change their behavior after negotiations based on business negotiation information and customer information, and what kind of customers are more likely to close business negotiations.
3 points to take advantage of SFA’s sales analysis
So, how do you use the sales analysis made possible by SFA? Here are three points that will help you make the most of it.
- Create reports to share information with other departments
- Utilizing sales performance in education
- Improving grades by activating communication
① Share information with other departments by creating reports
Report the results of sales analysis and share them with other departments. Since issues in the sales department are closely related to business performance, it is important to share information within the company as a whole, including personnel departments and product development departments. Let’s share sales analysis data within the company to improve business performance.
(2) Utilize sales results in education
Once you’ve done your sales analysis, devise ways to improve. Of course, education is necessary to improve sales performance.
If you create an education plan based on the history of past business negotiations, etc., it will be possible to provide education that approaches sales issues.
(3) Improving performance by activating communication
Analyzing data on your own to come up with challenges and goals will not improve your overall sales performance. Once you have analyzed your personal sales challenges, try communicating with others to share your challenges.
Introducing three SFAs with extensive sales analysis
The three SFA tools that I will introduce this time are as follows.
- Senses｜Aim to improve results with input automation and AI technology
- Chikyu｜Easy to use with simple operation
- WaWaFrontier | Free trial available
It is a new sales support tool that leads the sales organization to results with the power of input automation and AI. AI analyzes the risks of projects and directly advises on similar projects, analyzes the risks of ongoing sales projects, and promotes the benefits of using the sales floor.
A domestic SFA system with a retention rate of 99%. With a simple management screen that anyone can use, sales analysis can be done easily.
With the report function, you can download the data you want to see in Excel format, and if you save the items and conditions, you can check the data regularly.
The system offers a 14-day free trial. With the behavior analysis function, you can check at a glance how the sales person behaved and what time was spent on sales preparations, complaint handling, etc.
Increase sales with SFA’s sales analytics capabilities
This time, I introduced the sales analysis function of SFA. SFA not only automates sales-related tasks to make your work easier, but also allows you to analyze sales from business negotiation information and customer information, and notice issues.
Leverage SFA sales analytics to improve sales performance.