Digest...
Here are the defining characteristics of an SFA system, as SiriusDecisions sees it:
-- > An SFA system is used as a foundational tool within sales and marketing that supports an organization’s processes and metrics for increasing sales productivity through sales rep efficiencies.
-- > The fundamental five features of an SFA system include lead management, account management, contact management, opportunity management and reporting capabilities.
So, what’s the correct definition of CRM? SiriusDecisions defines CRM as a combination of processes and technologies that manage the entire customer lifecycle and impact all parts of an organization, including sales, marketing, product and service. Within CRM, SFA systems are a specific toolset that focuses on sales objectives and activities; SFA is one of the key components that support an integrated CRM approach.
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