SFAの導入目的は4つ｜導入前に失敗しないための注意点やメリット・デメリット

SFAを導入するとどんな効果があるのか知りたい

SFAを導入すると得られるメリットを知り社員に伝えたい

この記事を読んでいるあなたは、

上記のように考えているかもしれません。

この記事では、そんなあなたに「SFAを導入する目的や利用するメリット」をお伝えしていきます。

この記事をざっくり言うと

SFAを導入する際には目的を決める必要がある
SFAを導入するメリットは6つ
導入コストがあるなどデメリットもある
人気のSFA1位は「Salesforce Sales Cloud」
SFAを選ぶ際のポイントは6つ

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こんな記事も読まれています

SFAの基本機能を詳しく紹介！導入のメリットデメリット・導入事例まで徹底解説

SFAを導入する目的とは？

SFAを導入するのであれば、目的を明確にする必要があります。

すでに、導入している企業の代表的な目的をまとめました。

今後SFAを利用しようと考えている方は参考にし、導入する目的をしっかりと決めましょう。

SFAを導入する目的

売り上げ向上
営業活動の見える化
営業ノウハウの蓄積
営業スキルの底上げ

SFAを導入する目的①売り上げ向上

SFAを導入する目的として、会社の売り上げ向上を狙う目的が挙げられます。

売り上げを上げるためには、新規顧客を増やしたり商品の売り上げを増加しなければいけません。

SFAを活用することによって、顧客の管理や営業のノウハウを社員で共有し合え、社員全体のスキルを向上させる事ができます。

社員の売り上げが上がれば、結果的に会社全体の売り上げも向上するでしょう。

SFAを導入する目的②営業活動の見える化

SFAで営業活動を管理する事ができるので、今までは社員個人が管理していた営業活動を見える化できます。

管理職は、SFAを元に社員に適切なフィードバックをする事ができ、細かな社員の動きも把握できるでしょう。

マネジメントしやすいと、管理職のモチベーションアップにもつながります。

SFAを導入する目的③営業ノウハウの蓄積

SFAでは、上手くいった商談や企業の特徴など、顧客ごとに整理する事ができます。

営業社員がSFAに入力する事で、これまで個々の能力に頼っていた営業ノウハウも、データで管理でき蓄積され社員同士で共有しやすくなるでしょう。

失敗事例も共有する事で、営業活動の改善ができPCDAサイクルを回しやすくなります。

SFAを導入する目的④営業スキルの底上げ

SFAで営業ノウハウを蓄積できれば、新人社員や成績が伸びない社員へのフィードバックも可能です。

どうして失敗するのか、どんな動きをすると成功するのかがSFAによって分かるので、結果的に営業社員のスキルが底上げされるでしょう。

スキルが上がれば、企業全体の売り上げも上がります。

SFAを導入する6つのメリット

SFAを導入する事によって、どんなメリットがあるのかもまとめました。

導入を検討する際には、メリットも参考にし失敗がないようにSFAを選びましょう。

SFAを導入するメリット

営業活動の売り上げ向上
業務の効率化
教育コストを削減
引き継ぎを円滑化
営業戦略を立てられる
業務の課題を可視化

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SFAのメリット①営業活動の売り上げ向上

SFAは営業活動を管理できるので、データを活かすことによって売り上げが向上する可能性があります。

またデータを見ることで、担当社員が気づいていない改善点を発見できます。

上手くいかない原因を突き止め、改善できれば売り上げも必然的に向上するでしょう。

SFAのメリット②業務の効率化

SFAで営業活動を管理することによって、業務の効率化も図れます。

顧客の予算や商談の進捗を見れるので、マネージャーは的確に指示を出しやすく、社員と意思疎通ができます。

また、商談で外に出ている社員は、これまで会社に戻り日報などを書いていましたが、外出先でSFAに入力できるのもメリットの1つでしょう。

SFAによっては、今まで使っていた既存システムとも連携が可能なので、業務が効率化し営業活動に集中できます。

SFAのメリット③教育コストを削減

SFAには、営業ノウハウが詰まっています。

そのノウハウを使って、新人社員の教育ができ、ベテラン社員が教育に取られていた時間を削減できます。

教育時間が減れば、ベテラン社員は営業活動に集中でき教育コストも最小限にできるでしょう。

コストが下がれば、その分利益も上がります。

データを入力するだけではなく、SFAを最大限活かして営業活動を円滑にしましょう。

SFAのメリット④引き継ぎを円滑化

これまで、営業データを個々の社員で管理していたので、担当者が退職や休職をした際の引き継ぎで躓く企業も多かったです。

しかしSFAを導入すると、顧客情報や商談の進捗が入力されているので、次の担当者への引き継ぎがスムーズです。

顧客のデータが失われずに、引き継ぎができるので売り上げの機会損失も防げるでしょう。

SFAのメリット⑤営業戦略を立てられる

SFAには、様々な顧客データや営業ノウハウが溜まってきます。

過去のデータから、より綿密な営業戦略を立てられ顧客満足の向上に活かせるでしょう。

また、失敗事例も分析し改善できるので、顧客に合わせた戦略を立てやすいのも魅力です。

SFAのメリット⑥業務の課題を可視化

SFAでは、成功事例だけでなく失敗事例も蓄積されていきます。

データを見て、どの部分の業績が悪いのか見極められ、課題を可視化しやすく業務の改善に役立つでしょう。

社員とも共有しやすいので、認識の違いを防ぎ効率よく業務を改善していけます。

SFAを導入する際に注意すべきデメリット

SFAを導入することで、様々なメリットを得られますがデメリットも少なからずあります。

導入する前に注意すべき事なので、事前に確認しておきましょう。

SFAを導入する際のデメリット

事前に社員から同意を得る必要がある
導入コストがかかる
入力作業に時間がかかる
データ分析の能力がなく使いこなせない
サポートがなく社員の負担になる

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SFAのデメリット①事前に社員から同意を得る必要がある

SFAは、社員全体で利用するシステムなので、導入の際には同意を得なければいけません。

いきなり導入となると、業務が増えたと反発が起こる可能性があり、SFAを活用するどころか利用しなくなる場合もあるので注意が必要です。

営業の効率化を図るためにも、社員にSFAの魅力を伝え会社全体で利用できるようにしましょう。

SFAのデメリット②導入コストがかかる

SFAには、導入コストがかかります。

事前にどのくらいの予算が必要か調べ、費用を無駄にしないようにするのが賢明でしょう。

SFAの中には、無料トライアルを用意しているものもあるので、一定期間試してみてから導入を検討するのもおすすめです。

SFAのデメリット③入力作業に時間がかかる

SFAは、営業活動を詳細にデータとして残すため、入力作業に時間がかかる場合があります。

そのため、社員の中には業務作業が増えたと思う方も出てくるでしょう。

入力に時間がかかり、他の業務に支障が出る前にサポートを整える必要があります。

管理職は社員が利用する前に、自分が実際に操作をしフォローできるようにしておくと安心です。

SFAのデメリット④データ分析の能力がなく使いこなせない

営業成績などSFAはデータで管理できますが、分析能力がないと改善点などを見つけられないデメリットがあります。

経験が浅い社員には、先輩社員がデータ分析方法を教育するなど工夫が必要でしょう。

あらかじめ、データを分析方法をマニュアルで用意するのもおすすめです。

SFAのデメリット⑤サポートがなく社員の負担になる

SFAは入力項目が多かったり、システムによっては操作が難しい場合があります。

慣れていないと、社員への負担が多くなるので注意しなければいけません。

サポート機能が充実したシステムを導入したり、管理職自身が使えるようにするなど、SFAを導入して終わりではなくその後の動きも重要です。

導入を検討しているなら、社員の負担にならない方法を選ぶと浸透しやすく業務もスムーズでしょう。

SFAを有効活用したい企業におすすめ｜最新SFA人気ツール6選

SFAには、様々なシステムがあります。

その中でも、特におすすめの6つを紹介しますので、導入時の参考にし検討してみてください。

最新SFA人気ツール6選

Salesforce Sales Cloud
SHANONMARKETINGPLATFORM
Senses
kintone
eセールスマネージャー
ネクストSFA

Salesforce Sales Cloud

出典：https://www.salesforce.com/jp/products/sales-cloud/overview/

「Salesforce Sales Cloud」は、営業支援を得意とするAIを利用したSFAです。

タスクを自動化し、営業社員の業務をスムーズにする事ができます。

30日間の無料トライアル期間があるので、機能を試す事もでき事前に操作できるのも魅力でしょう。

世界中で利用され、日本でも株式会社NTTドコモやＪＡ共済など、大手企業も導入しています。

無料トライアル	有り
機能	・顧客管理・商談管理・見込み客管理・モバイル対応・ファイルの共有と同期・売り上げ予測・レポート作成
サポート	電話、オンラインでの問い合わせ・平日9時〜17時・緊急時は24時間、365日受付
価格	・Essentials：月3,000円/1ユーザー（10人まで）・Professional：月9,000円/1ユーザー（人数制限無し）・Enterprise：月18,000円/1ユーザー（自社に合わせてカスタマイズできる）・Unlimited：月36,000円/1ユーザー（24時間365日の無料サポート付き）

無料で一括資料請求

SFAツールを
まとめて資料請求する！

SHANONMARKETINGPLATFORM

出典：https://www.shanon.co.jp/

SHANONMARKETINGPLATFORMは、営業支援だけでなく顧客管理、マーケティング施策自動化機能まで搭載されたSFAです。

見込みの高い案件のクロージングと新規顧客の獲得を、顧客・企業の行動履歴に基づいて分析する機能が搭載されています。

また、これら行動機能を見やすいボードで一括管理できるので、営業に役立てることができます。

導入前と導入後に手厚い定着サポートも受けられます。

無料トライアル	有り
機能	・名刺管理機能・顧客管理機能・マーケティングオートメーション機能・掲示板機能・メール一括送信機能・Webトラッキング機能・動画管理機能・見込み客管理機能・シナリオ機能・商談・案件管理機能
サポート	・導入前のサポート・導入後の活用、相談
価格	・月6,000円〜/1ユーザー

無料で一括資料請求

SFAツールを
まとめて資料請求する！

Senses

出典：https://product-senses.mazrica.com/

Sensesは、入力を自動化できたりAIがデータを分析してくれる、非常に高性能なSFAです。

日本の、株式会社マツリカが提供しているSFAなので、日本語対応しており誰でも利用可能です。

リモートワークにも対応した営業ボードがあるので、職場にいない社員の進捗も確認できるのも魅力でしょう。

モバイルアプリもあるので、外出先の空き時間に入力でき作業の短縮も図れます。

無料トライアル	有り
機能	・企業データベース・メール一斉送信・名刺管理・見積書の管理・権限設定・モバイル対応・レポート機能・外部システムとの連携
サポート	・SFA導入前のサポート・チャットサポート（全利用者）・プレミアムサポートプラン有り
価格	・Starter：月27,500円〜/5ユーザー（6人目から追加料金5,500円）・Growth：月110,000円〜/10ユーザー（11人目から追加料金11,000円）・Enterprise：月330,000円〜/20ユーザー（21人目から追加料金16,500円）

無料で一括資料請求

SFAツールを
まとめて資料請求する！

kintone

出典：https://kintone.cybozu.co.jp/

kintoneは、社員同士でSNSのようなコミュニケーションが取れたり、エクセルのようにデータを一括管理できるSFAです。

スマホやタブレットにも対応しており、商談で外出する際も安心して利用できるでしょう。

言語も4ヶ国語に対応しているので、海外出張が多い企業も利用できるのが特徴です。

独自のプラグインも用意されているので、自社に合わせて機能をカスタマイズできる便利さもあり、kintone1つで様々な業務に対応できます。

無料トライアル	有り
機能	・エクセルと連携・モバイル対応・リマインド通知・掲示板機能・プロセス管理・レポート機能・日報・交通費申請・問い合わせ管理・外部システムとの連携
サポート	・導入前のサポート・導入後の活用勉強会、相談
価格	・ライトコース：月額780円/1ユーザー・スタンダードコース：月額1,500円/1ユーザー

無料で一括資料請求

SFAツールを
まとめて資料請求する！

eセールスマネージャー

出典：https://www.e-sales.jp/e

eセールスマネージャーは、ソフトブレーン株式会社が提供するSFAです。

5,500社を超える導入実績があり、日本の企業に合わせた機能が豊富です。

資料請求や無料デモ体験を依頼できたりと、初めてSFAを利用する企業も安心のサービスがあり、導入に失敗せず最大限活かす事ができるでしょう。

無料トライアル	有り（無料デモ体験も利用可能）
機能	・案件管理・予算管理・web会議連携・自動投稿・スケジュール管理・名刺OCR ・モバイル対応・アナリティクス
サポート	・導入から定着まで徹底サポート・電話サポート（8:30～17:00 土日祝除く）・メールサポート（24時間対応）
価格	・スタンダード：月11,000円/1ユーザー・ナレッジシェア（閲覧のみ）：月6,000/1ユーザー・スケジュールシェア（グループウェアのみ）：月3,000/1ユーザー

無料で一括資料請求

SFAツールを
まとめて資料請求する！

ネクストSFA

出典：https://next-sfa.jp/

ネクストSFAは、難しい初期設定がなく導入したその日から利用できるのが特徴です。

見やすさを追求したシステム作りをしているので、SFAが初めての社員も操作しやすく入力する負担が少ないです。

また、導入から会社にSFAを定着させるまで、徹底サポートしてくれるのも魅力でしょう。

外部システムとの連携もでき、今までのデータも残せるので安心して利用できます。

無料トライアル	有り
機能	・MA機能・行動管理・案件管理・受注管理・セールスマップ機能・メール一括送信機能・帳簿作成機能・日報、週報、月報作成・データ分析
サポート	・導入から定着まで無料でサポート・電話サポート（9:30～18:30、土日祝日を除く）
価格	基本料金：月80,000円/10ユーザー（11人目から追加料金4,000円）

無料で一括資料請求

SFAツールを
まとめて資料請求する！

SFA導入に失敗しないための選び方のポイント6つ

最後に、失敗しないSFAの選び方を紹介します。

これまでのメリットやデメリットを踏まえながら、以下のポイントで選びましょう。

失敗しないSFAの選び方6つ

導入目的を明確にする
営業社員が使いやすいシステムを選ぶ
導入コストの把握
必要な機能が揃っているか事前に調べる
既存システムと連携ができるか確認する
サポート体制が整っているSFAにする

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SFAに失敗しない選び方①導入目的を明確にする

SFAを導入して失敗する企業に多いのが、導入目的を明確にしていない点が挙げられます。

「良さそうなシステムだから」や「他の企業も使っているから」と、曖昧な理由では最大限活かす事ができず導入コストが無駄になってしまうでしょう。

導入するのであれば、しっかりとSFAを使ってどうなりたいのか、営業活動を今後どうしていきたいのかを明確にし、社員と共有しながら利用してください。

SFAに失敗しない選び方②営業社員が使いやすいシステムを選ぶ

SFAは、選ぶシステムによって操作性が違います。

複雑なものだと、営業社員が入力できない場合があるので、誰でも操作できるものを選ぶと良いでしょう。

SFAの中には、無料トライアルで一定期間利用できるものもあるので、導入前に実際に触れて選ぶ際の参考になります。

SFAに失敗しない選び方③導入コストの把握

SFAの導入には、コストがかかります。

システムによって、月額や年額の費用が変わるので、どのくらいまでなら費用をかけて良いか考えてから選びましょう。

安価なシステムではないので、費用対効果も考えながら導入するのがおすすめです。

SFAに失敗しない選び方④必要な機能が揃っているか事前に調べる

企業によって、営業のスタイルは違うので、自分の会社に必要な機能が揃っているかも、事前に把握しておきましょう。

例えば、会社の外に出る営業社員が多いのであれば、モバイル対応しているものやカレンダーアプリと連携できるもを選ぶというように、自社に合わせてSFAの機能を見てみます。

必要な機能がないと、導入しても上手く活用できない可能性もあるので注意が必要です。

SFAに失敗しない選び方⑤既存システムと連携ができるか確認する

これまで、会社で利用していたシステムとの連携ができれば、SFAを新たに導入する際もスムーズにデータを紐づけられます。

紐づけによって、社員の入力する手間を省けますしSFAの浸透も早いでしょう。

また外部のシステムと連携し、さらにデータを詳細に集める事ができるのも魅力です。

SFAによって、連携できるシステムが違うので、事前に調べておきましょう。

SFAに失敗しない選び方⑥サポート体制が整っているSFAにする

初めてSFAを利用する際は、サポート機能が欠かせません。

予期せぬトラブルに備えるため、土日でもサポートしてもらえるのか、24時間受け付けているのかを調べておく必要があるでしょう。

SFAを導入して、営業売り上げを上げるためにも、サポートが充実したシステムを選び最大限活かせるようにしてください。

SFA導入の際は目的を明確にし必要性を社員に伝えよう

SFAは、売り上げ向上や業務の効率化を図れるメリットがあります。

実際に、導入して営業成績が上がった企業も数多くあります。

しかし、導入にはコストがかかる他、社員の負担が増える可能性もあるので、導入前にはしっかりと目的を明確にしましょう。

社員の業務に支障が出ないように、サポート体制を整えたえり既存システムとの連携も考え、計画的に導入するのがおすすめです。

ただ、なんとなく導入するだけでは業務は改善しませんので、SFAでどんな結果を得たいのかを考え、社員全体で共有できるようにしてから導入してみてください。

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