For Business Process Professionals

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	December 23, 2005 Firms Streamline Complex Sales Processes By Adding Business Process Management To SFA by Liz Herbert with John Ragsdale, Elisse Gaynor	Average: 8  (1 rating)

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Executive Summary

Firms rely on their sales force automation (SFA) system to automate business processes such as lead to opportunity. Frequently, these processes extend beyond the scope of traditional CRM users into areas like finance, legal, or order fulfillment, and they are often too complex to automate through linear workflow and alerting. Firms are beginning to see the value of linking a business process management (BPM) tool to their sales applications to automate and improve more complex processes such as order to cash or quote approvals. Both CRM vendors and a new breed of specialists are responding by offering more complete BPM capabilities to complement a company's existing SFA implementation.

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