Nearly every industry is looking to automate their processes, and the sales sector is no exception. Salesforce automation is more than just a “buzzword”; it is an important practice that every sales team needs. If you own a product-based company and haven’t explored sales automation, take a moment to learn how it can help you.

Why Use Sales Automation Tools?

Sales are one of the most important business functions. Take any business: the sales function has a direct impact on the organization’s bottom line. The more effective the sales team, the more profitable the business will be.

How Sales Automation Tools Can Improve Your Business

Sales automation tools enable your business to standardize your tasks, from generating new leads and converting leads into potential customers to reporting and performance evaluation. Sales automation tools can serve you your history records within minutes instead of hours.

The sales automation tools can speed up the tracking of your sales lifecycle and help you to accomplish your goals. Another benefit of sales automation tools is that you can get a detailed overview of the activities performed by your sales team.

Some of the most popular Sales automation tools include Prospect.io etc. With them, you can get the verified email, name, and phone number of prospects. With this connected to your CRM, you can pitch them or schedule the email for later. There are many other good sales automation tools available in the market. Choose the tool that best suits your business type.

The most important benefits of using a sales automation tool for your business are:

1) Improve Your Reporting

To achieve a high level of productivity, your sales and marketing team should run like a hot knife through butter. For example, you can improve your sales forecast if you know how many calls your best performers need to close a deal. Sales automation provides you with the reports that will answer all your questions.

Sales automation tools can serve you the in-depth historical data of email activities and call. You can analyze how many calls it takes to meet your sales goal. You can also analyze which of your email templates are performing the best.

2) Save Time and Improve Efficiency

If your sales team is able to close deals on the phone better, you can improve their efficiency by taking away the burden of other tasks, like drafting emails for clients and choosing the best email template for every touchpoint. Your sales automation tools can perform A/B testing by suggesting the best Subject lines and signatures. These tools can also dial phone numbers from a list, drop prerecorded messages, and track each and every detail of your company’s phone activities.

3) Focus on High-Quality Leads

Your sales team can focus on the high-quality leads once you implement the automated lead scoring. It eliminates the need to manually sort through the prospects to perform the error-prone and time-consuming tasks of scoring a lead manually.

With everyone aligned on what quality leads look like, it will be easier to define the disqualifications and make the changes over time. That means you just need to set time for sales and marketing.

Automating the process using artificial intelligence services ensures the sales team spends time on the right leads. You may also choose to send separate messages for different leads.

4) Educate Your Customers and Salesforce

The sales team and customers can get exposed to a better process with the sales automation tool. You can eliminate the time wasted on hit and trial and make sure that your customers see what they need to see when its time. You can also automate your communications if you want to target your entire market space.

5) Document Creation and Editing

The sales automation tools can help in the creation of documents and editing them. They can automate this process, resulting in a significant saving of effort and time. The software generates a large number of contacts by simply defining some terms and workflows. It can also remind both the parties when the contract is about to expire. Such systems can also be used to automate the addition of new contacts.

6) Followup

Emails play a very important role in maintaining the customer relationship. However, it can be a time-consuming activity. When you use automation tools, you are free from sending manual emails, reminders, follow-ups, and greetings. Right from the first point of touch with the customer to closing the deal, every activity of the sales cycle can be handled using the automation system.

Sales Automation: Best Practices

Sales automation is a step towards the shorter sales cycle and better sales management. However, to extract the most out of CRM software, it is necessary that the organization keenly follows the steps while implementing the automation:

  • Analyze the current system.
  • Prepare a formal blueprint of the processes.
  • Shortlist the sales automation tools suitable for your business.
  • Appoint a dedicated team to head the automation from the beginning until the very end.
  • Test the system in real time.
  • Establish a standard operating procedure and design regular training sessions for the sales team.

Sales Automation: It’s Time…

We have understood the importance of sales automation tools, and a lot of businesses recognize it as a necessity. However, it is often not used to its fullest. For minimizing the time spent on manual reporting and manual lead scoring, sales automation tools are necessary. Sales automation tools can free up your sales reps so they can engage with the customers more frequently.

By implementing the sales automation tools, you will definitely experience a boost in your business.Opinions expressed here are the opinions of the author. Influencive does not endrose or review brands mentioned.

James Grills is a technical writer with a passion for writing on emerging technologies in the areas of mobile application development and IoT technology. He is a marketing advisor – currently associated with Cumulations Technologies a mobile app development company in India.