Closing a deal requires a lot of effort. A sales rep spends a lot of time understanding a customer’s needs, jotting down notes, entering data, and following up. To close a deal, one has to try hard and connect with several prospects.
It often gets too challenging to handle everything manually. Also, some tasks are repetitive and take away a significant chunk of the sales representative’s time.
That is why you must consider sales automation.
Understanding sales automation and its benefits
Sales automation refers to automating manual and time-consuming sales tasks with the help of software, artificial intelligence, and digital tools. It makes it easier for the sales team to focus more on important tasks such as building relationships and nurturing leads.
How sales automation benefits businesses
While every business has different needs, there are several benefits of sales automation software.
Enhances the efficiency, performance, and productivity of the sales team
When you remove the burden of mundane and repetitive tasks from sales personnel’s shoulders, you can expect them to focus on selling. With automation, your productivity and performance will improve, and as a result, you will be able to close more deals than usual.
Speeds up the sales process, increasing accuracy
Automation makes the entire sales process move swiftly and without the risk of human errors. What seems to be a tiny error at the surface in sales can result in a heavy loss to a business.
Improves customer satisfaction by decreasing response time
Automation speeds up things and decreases the response time. You can get back to prospects faster and give them a priority. It would naturally make prospects happy and more likely to convert. You can expect to get repeat business if you pay attention to the existing customers.
Increases data consistency
The sales data need to stay consistent in the organization so that there is no discrepancy. There can also be problems due to erroneous data, and you must fix that. Automation helps you do just that. There are fewer chances of errors when you automate tasks, and this will benefit your team.
Helps in recognizing potential customers
Sales automation helps you filter out potential customers from those who are not promising enough. By doing so, you are letting in only those prospects into the sales funnel who have an interest in your product or service. In turn, you are saving the time and effort of the sales team by channelizing them to prospects who are likely to convert.
Implementing sales automation
While automating sales is beneficial for your sales cycle, you have to follow some steps to implement it the right way.
Take a thorough look at the sales process
Before going ahead with automation, you have to look at the sales process and what approach you presently use. Doing so will help in finding out how long each activity takes and what you want to automate.
Clearly define what you want to achieve
After you are done identifying the shortcomings of your existing sales process, you should set goals and define what you want to achieve by automating the sales process.
Once you know what you need, you would want to pick an automation tool. But at this point, you must look at the options as many other organizations in your industry might be using the same sales automation tool.
Create an automation group
If you want to ensure that you don’t end up in a mess, you have to create a group of employees who will closely watch each step while the implementation process occurs.
Test the automation process
Before you get to the implementation stage, you must run a trial to identify the glitches and roadblocks. Test vigorously and document your findings, identifying where to make improvements.
Set the process in motion
Once you complete the trial, you have to start the automation process and have a well-chalked-out procedure.
Something to ponder
With automation, you are using software, and AI to automate tedious and redundant sales tasks. Doing so is advantageous because it helps save the time and effort of salespeople. You can automate many sales process tasks, right from emailing and lead prioritization to lead distribution and report generation.
Even though there are many benefits of sales automation and automation of sales tasks is a hit among most businesses today, you must not fully automate the sales process. Reserve it for tedious and time-consuming tasks because there is no warmth in what you do without the human touch.
Also read: How B2B Marketplace Can Help Your Business