NetSuite’s Sales Force Automation functionality allows your business to streamline your sales process from lead generation through conversion to a customer.  This empowers you to make decisions in real time that hopefully benefit your business and profitability.

 

Understanding Sales Force Automation

Customer Status

While setting up your sales automation, it is important to give consideration to how you want to report on your sales activities.  The first point for consideration is understanding how NetSuite tracks your customers and their respective opportunities.  Note that customers, or business entities (or consumers) typically follow three stages,

  1. Lead – an entity that has no transactional record associated with it

  2. Prospect – an entity that has at least 1 business opportunity, but has not committed to buying from you

  3. Customer – an entity that has placed an order from you

Within each of these stages, you can track your customers with different statuses, typically,

  1.  Leads – select status’ that reflect your qualification process to determining whether there is potential business opportunity

  2. Prospects – select status’ that reflect the business opportunity and stage of negotiations

  3. Customers – track your customers, for example, current, dormant, etc

These status’ also have a profitability weighting percentage that is used to calculate your sales forecast figures.

 There are a number of parameters that also enter the picture; such as,

  • Reasons why the customer is buying?
  • What is the customer’s sales readiness?
  • How soon does the customer want to buy?
  • What ultimately made the sale?

In NetSuite you can group your sales staff into sales teams.  This can speed up sales person assignment to your customer.  In addition to this, if you use sales commissions, you can enter the percentage of commission each member of the sales team is attributed from sales.

Sales rules allow you to define the clauses that are used to process your sales assignments.  For example, you may set up a rule that isolates customers by country, or you may have a rule that isolates your customers by a language preference they do business in.

Sales rules are then combined to form Sales Territories that are managed by sales teams.  Sales territories can use multiple rules.  In addition to this, you can change the order that your territories are prioritized.

With Sales Rules & Territories configured, every time you create a new customer record on your NetSuite instance, NetSuite executes your Sales Territories ensuring that your customer record is assigned to the correct sales team member.

If you later change your sales territories, it is possible to reassign your customers to your sales teams.

To find out more, please get in touch. 

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