Not long ago, sales teams had to spend more than half of their time on tedious tasks like taking notes, logging calls, and prioritizing leads. Sales automation
technology now allows salespeople to spend more time actually selling. There are a variety of sales processes you can automate to increase sales productivity. Your business
doesn’t need to automate everything, but strategically implementing automation can open more sales opportunities for your business. See how!
1. Improve Email Communication
Sales automation solutions have customizable email templates and funnels that can save hours writing individual emails. Using email automation
tools not only saves time, but also improves quality as some sales reps are better writers than others.
2. Prioritize Leads and Tasks
With automation technology, reps can prioritize their leads based on a variety of factors like time sensitivity and funnel stage. Seeing which leads and tasks require immediate attention both increases productivity and reduces mental fatigue.
3. Create a Follow-Up Process
Automation allows you to create a seamless and reliable email follow-up process, which is key for a healthy marketing system
. Salespeople are busy and can easily get distracted. By automating follow-ups, you can make sure reps don't miss out on sales opportunities and provide timely communication that builds rapport.
4. Centralize Documentation
It’s crucial that salespeople take notes and keep records of call outcomes, but if that information is all over the place or not easily accessible for the team, then sales software is a great solution for storing and organizing documentation. Plus, there are tools that automatically log call outcomes, allowing managers to review team performance and lead quality.
5. Improve Call Tracking
Manually tracking sales calls is time-consuming and reps may forget. There are sales automation tools that can automatically track every outbound and inbound contact to save your team time and effort while improving tracking.
6. Make Scheduling Easy
Sales automation solutions make it easier to schedule appointments by allowing reps to share a calendar link
with different times that they’re available. All the prospect needs to do is click on an available time to schedule an appointment. This is much simpler and quicker than back-and-forth emails.
7. Quickly Route Leads to Reps
Have you ever almost lost a sale because it took too long for a rep to contact a prospect? There are advanced call routing features that can automatically direct inbound callers to the right salesperson with no human intervention. Lead routing can be based on the time of the call, territories, lead sources, or round-robin to evenly distribute leads.
8. Build Lead Lists
Building lists in sales automation software allows you to search for relevant leads by a variety of criteria, such as company size, industry, job titles, and more. By automating leads lists, your sales team will be better able to reach the right contacts.
9. Increase Lead Engagement
Close the deal faster by sharing relevant, engaging content
with leads. With sales automation software, you can match content to leads based on different factors like industry, location, sales funnel stage, and more.
10. Speed Up Approvals
Make document signing a less time-consuming and frustrating process by using electronic signatures (commonly referred to as 'e-signatures'). Not only is it convenient for both leads and salespeople, but it also shortens the sales cycle.
11. Streamline Onboarding
Once the sale is made, adding one tag can trigger a full onboarding sequence complete with internal notifications. Automatically send questionnaires, request needed information, and introduce the team. Not only does this save reps time, but it also makes the whole operation run smoother.
Expand Your Business with Sales Automation
Streamlining workflows with sales automation technology is incredibly powerful for improving efficiency and increasing revenue. By taking away time-consuming or repetitive tasks from your sales team's to-do list, reps will be able to focus more on building relationships and servicing customers.
Schedule a free consultation with Sales & Marketing Technologies to learn about automation solutions that will make a positive impact on your business!
Editor's Note: This post was originally published in September 2020 and has been updated for accuracy and comprehensiveness.