Sales Force Automation (SFA), Sales Forecasting

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What is NetSuite Sales Force Automation?

NetSuite CRM sales force automation (SFA) capabilities power your sales organisation with unified processes — from opportunity, upsell and quote management to sales forecasting, order management, fulfilment and commission payments. NetSuite’s SFA solution gives your sales team unprecedented visibility into every aspect of the customer relationship, including support cases and back-office information such as contracts, inventory and order history. With real-time dashboards, sales representatives and managers gain better insights to sell, upsell and properly set customer expectations.

Improve Collaboration and Efficiency

A central customer database amplifies employee collaboration by breaking down the silos that divide sales, accounting, credit, purchasing and other back-office functions. Improve efficiency by eliminating multiple sources of data — and the redundant processes needed to support them.

Accurately Measure and Predict Sales

Take the guesswork out of forecasts via real-time sales data, complete visibility into opportunities and a rich set of probability-based forecasting tools. Access customisable, role-based dashboards and real-time analytics for sales managers and representatives.

NetSuite Sales Force Automation Features

Equip sales teams with real-time access to prospect, customer, opportunity and order records, and build reliability, predictability and trust into the sales process.

Opportunity Management

Standardise best practises for winning deals by linking your sales process with the customer buying process. Manage opportunities across status, revenue, key contacts, notes and related documents. Provide sales managers with a complete view of all leads and opportunities in the pipeline.

Quote Management

Streamline the quote and order process with a fully integrated quote-to-order, cash and fulfilment solution. Easily convert quotes into approved sales orders and automatically process them via links to back-end financials. Provide recommendations based on intelligent upsell management and buying-pattern insights.

Sales Forecasting

Make sales more predictable with real-time forecasting and a system of checks and balances that triangulates the sales forecast. Allow users to categorise transaction forecast types to appropriately identify opportunities, quotes and estimates. Utilise probability forecasting with adjustable weighted measurement of pending opportunities, quotes and orders. Analyse actual sales and recurring revenue projections in forecasts and variances.

NetSuite forecast by sales rep detail dashboard

Incentive Compensation Management

Design and manage complex multitiered commission plans based on multiple criteria, such as quota, quantity sold, service item, product profitability and even incentives, including one-time “spiffs.” Visibility into sales compensation calculations ensures the sales team spends more time selling and less time double-checking their commissions. Split commissions among team members on the same transaction, and easily calculate indirect commissions that are due to managers and executives.

Contract Renewals

Automate contract renewals through a flexible and powerful process that lets you track renewable assets and maximise renewal revenue. Gain real-time reporting and visibility into your installed base and renewal pipeline, as well as the status of renewal revenue, upsells and returns. Simplify revenue recognition by having the contract renewal and billing follow one process, while revenue recognition can follow a different process, all from within NetSuite.

Intelligent Item Recommendations

Leverage data on customer purchase history and buying patterns to increase average order size and order frequency. NetSuite Intelligent Item Recommendations uses AI to provide personalised product recommendations. Recommendations are configurable to prioritise aggregate buying behavior such as “people who bought X also bought Y,” recently added items, items the shopper has likely not seen before, and items similar to one another. These recommendations are presented when entering a sales order in NetSuite and also on a customer facing NetSuite ecommerce solution.

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With NetSuite integrated with our CRM software, sales orders can be fulfilled and invoices sent automatically, cutting the time it takes to manage everything from 75 hours down to just 11 hours a month—one of many significant savings.

Ioannis Tsakatanis
Director of Financial Systems, Workable Inc.

NetSuite Sales Force Automation Benefits

Higher Sales Productivity. Unify sales processes from opportunity, upsell and quote management to sales forecasting, order management, fulfilment and commissions.
Real-Time Visibility. Timely insights into pipelines and forecasts make sales more predictable.
Improved Customer Relationships. Gain a complete view of the customer, including sales, support cases and financial transactions.
Efficient Account Management. Create a holistic view of all accounts and their contacts, with related activities, in a single dashboard.

Challenges NetSuite Sales Force Automation Solves

Inaccurate Sales Quotes. Automatically apply tax and shipping-rate calculations, pricing and discounting rules to quotes, and easily convert quotes into approved sales orders.
Poor Visibility Into Lead and Sales Activity. Get full insight into lead, prospect and customer activity to better inform sales, marketing and services teams.
Sales Reporting. With direct access to financials, all sales forecasting and dashboards are updated in real-time, and it’s quick and easy to create reports.
Managing Sales Commissions. Automatically manage sales quotas and process commissions end-of-month or end-of-quarter.

How Much Does NetSuite Sales Force Automation Cost?

Companies of every size, from pre-revenue startups to fast-growing businesses, have made the move to NetSuite. Looking for a better way to run your business but wondering about the cost?

Users subscribe to NetSuite for an annual licence fee. Your licence is made up of three main components: core platform, optional modules and the number of users. There is also a one-time implementation fee for initial setup. As your business grows, you can easily activate new modules and add users — that’s the beauty of cloud software.

Sales force automation capabilities are part of NetSuite CRM, which is included with the NetSuite platform. Every employee that accesses NetSuite CRM needs their own user licence.

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