Sales Management Automated Communications Interview Guide

Obtain Demographics
Name: Shweta Jha Industries Worked: Background Verification
Title: Sales Associate Number of Salespeople on Your Team: 20
Age: 25 Years in Current Role: 1 year 3 months
Gender: Female Years in Sales: 2 years
Education: B.Tech Overall Years of Job Experience: 4 years
Interviewer-Darshna Jha (Red Batch, IMB 2, SDABAC)

General Questions
1) Can you give me a bit about your personal background and how you got involved in sales?
I have done my B.Tech in CSE, however I always had an inclination towards Sales during my college days.
Luckily, I got the opportunity to start as an Sales Intern at my current Organization.

2) What are your current responsibilities as a salesperson? Please list all activities that you currently
undertake?
• Hands-on experience in establishing relationships with clients and closing deals which result in 
generating revenue.
• Proficient in restructuring operations and introducing important measures to bring in profitability 
that includes new business development, strategic partner alliances for business processes.
• Successfully formulated, developed and implemented business strategies to ensure the attainment of
revenue goals and profitable sell-through.
• Generating own leads and majorly targeting B2B leads generation and engaging to built and 
promote the brand.

3) How have your responsibilities changed/shifted over the years? How have your activities changed over the
years?
Automation has definitely changed a lot of my responsibilities. With Sales Force Automation, we can
effectively chart out the monthly plan and also set targets accordingly. From the number of calls made to
narrowing down to the areas with the best sales, the manager can monitor everything. He can also focus on
priority products and keep a track of his targets at each step.
Having this entire process automated, saves a lot of time in back-and-forth communication and the time
was channelised into researching and exploring newer markets and strategies.

4) How many of your current activities are being affected by technological advances? Can you give specific
examples?
Sales force automation has direct impact on behavior of field force. SFA (sales force automation) helps to
crunch the data and increase the actionable insights from the resultant information. SFA sales automation
tool that automates all critical yet time-intensive tasks, allowing us to do more sales and accomplish more
goals as we can monitor our progress in real time.

5) If I was to say, automation as it pertains to your current role- what comes to mind? Please elaborate.
We work on automation and it’s very essential for the business. We are known for delivering cutting edge
authentication technology for user onboarding, employee checks and business partner intelligence and
automation is a necessity.

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 6) What are the advantages/disadvantages associated with automation?
Sales force management gives you a chance to improve your sales efforts and accordingly reduces
disorganizations, cuts sales cycles, which is vital for monitoring and broadcasting as well as assessing sales
performance and forecasting its future growth.
However, I believe that Automation will never fully replace the work that humans can do on a team,
human intelligence will always be required to complete sophisticated tasks, automation can help with
routine, repetitive ones.

7) How many of your current activities/responsibilities are being automated? Please give examples? In case
your organization is not into automation, please give examples from other companies that you have heard
off that use automation to manage the activities of salespeople?
We have a lot of processes that are automated:
 Email Automation
 CRM
 CMS like WordPress
 Quarter One to get the revenues

8) Can you tell us about what automated communications you currently receive from your organization
including sales managers (i.e., from CRM or other leaders/departments)?
We use CRM to track the progress of all the team members, to list the contact details of the all the
prospects and record emails, calls so that there is no communication gap between all the sales person and
their manager. It can increase close rates, reduce the time it takes to sell, improve customer retention, boost
revenue.

9) What would you say are the reasons that you and your organization use automated communications in the
sales management process?
These tools can take some of the busywork out of the hands of the sales team, freeing them up to focus on
customer-facing tasks. Additionally, by integrating sales automation tools into your CRM, you can ensure
that no leads get lost or forgotten.

10) What would you say are the reasons that you and your organization use automated communications in the
sales management process?
The flow of information is much faster and we are able to track the flow of the customer in the sales funnel
in a much efficient way. This time is utilized in trainings and contacting potential customers to enhance the
business and close the deals faster.

11) What can managers do to further promote sales team positive responses and outcomes to automated
communications?
I feel that Creating a simple, transparent sales compensation plan, with a well defined territory and
quotas can definitely help us. As much as possible automate administrative tasks such as updating CRM,
pricing, forecasts, deal summaries.

Thank you very much for taking the time to meet with me today. I certainly appreciate you sharing your perspective
and insights. I have learned a lot from our conversation. As I mentioned, we are going to be compiling this research

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and will provide you with a summary of the findings if you wish. In the meanwhile, if there are any thoughts that
come to mind, please contact me by email or phone.