Abstract
One of the bank management concerns related to sales performance is ensuring sales people perform the sales process correctly. Unfortunately, most sales people have problems in the sales process, which causes their low performance. Islamic banks in Indonesia also experienced this situation, so a strategy needs to overcome this problem. For instance, using surveillance tools such as Sales Force Automation (SFA) with sales funnel theory. An SFA tool is a sales system connected to computers and internet networks. It monitors sales processes and results, manages contacts, forecasts sales, and analyzes sales performance daily and monthly. Additionally, it helps sales forces to measure the ability to achieve targets, plan sales strategies and customer approaches, and increase work motivation. Also, raise awareness of developing skills, and provide up-to-date information to supervisors about sales force performance to determine the proper training. Therefore, the use of SFA tools is expected to increase the productivity of sales people in optimizing the fulfillment of deposit targets in Islamic banking. This paper reports the SFA design in the form of a dashboard model with a visual sales to funnel that shows the function of the salesperson in conducting the sales process ends with the results.
Highlights
The market share of Islamic banking in Indonesia was only 5.96% in 2018, with a Muslim population spread of 86.7% or 231 million people out of a total of 266 million Indonesian people (Financial Services Authority, 2018)
This paper reports the Sales Force Automation (SFA) design in the form of a dashboard model with a visual sales to funnel that shows the function of the salesperson in conducting the sales process ends with the results
One author of this paper recently found a case in an Islamic bank regarding not having a system to monitor the sales process and results
Summary
The market share of Islamic banking in Indonesia was only 5.96% in 2018, with a Muslim population spread of 86.7% or 231 million people out of a total of 266 million Indonesian people (Financial Services Authority, 2018). Improvements in several lines in Islamic banks become essential in particular for the HR and technology aspects. It will improve the performance of Islamic banking. One author of this paper recently found a case in an Islamic bank regarding not having a system to monitor the sales process and results In this case, the design of the monitoring process and sales results are expected to help improve the sales team's performance, indirectly helping increase the market share growth of Islamic banks in Indonesia
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