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    Why Invest in Sales Automation Process?

    One thing pretty much all of the Businesses around the globe have realised in the past 2 years is that we’re living in a very complex world and today a tiny fraction of motion could turn the tables around. Being connected to the global chain throughout has its benefits but also carries its fair share of disadvantages too. The Pandemic has forced businesses to opt for digital measures to steer their businesses freely. After all, in this age of technology, using tools that help you out is the most righteous thing to do.

    Imagine a classic example of a sales company, where a sales rep is busy doing data entry sitting behind the desk for hours, scheduling meetings, managing data, etc. Isn’t it more favourable for that company or that sales reps invest most of their time in bringing the sales and focus more on connecting and selling to prospects and customers?

    What do you think is more beneficial? The answer is pretty obvious. It simply gets too challenging to handle everything manually. Also, some tasks are repetitive and take away a significant chunk of the sales rep’s time. That is why most businesses consider opting for sales automation. Time is money and no one would argue that proceeding by classical methods today isn’t a sensible thing to do if you really want to be in the game.

    So, let’s dig more into sales automation.

    What is Sales Automation?

    Sales automation is the process of streamlining manual tasks using software, artificial intelligence, and other digital tools to shed off a hefty amount of load from employees. Basically, it is like putting the everyday mundane tasks of your executives on auto-pilot with the use of technology. It makes it easier for the sales team to focus more on important tasks such as building relationships and nurturing leads. Sales automation makes the sales process much more efficient as machine intervention makes it less time-consuming to align your data and make it available to every member of the sales team working on the go.

    Why Sales Automation is Crucial for a Business?

    Nowadays, companies are experiencing exponential growth with the help of automation in place, because the internet penetration is ever-increasing around the globe with the inclusion of newer and newer technology every day, the customer base is all-time high to reach out to.

    It’s certainly more pleasant to enjoy an edge over your competitors so that you can lead the niche and dominate the market. Sadly, the human workforce no matter how highly skilled is still prone to humanly errors just like every other human being on this planet.

    Whether it’s their working capabilities, effective concentration- time, or the output generated from the work humans have so many limitations over automated software. Sales rep spends a lot of time understanding a customer’s needs, jotting down notes, entering data, and following up. We can say any part of the sales process that’s being done manually takes up too much time whereas an automated software solution can accelerate the process.

    What are the Benefits of using Sales Automation?

    Every business has different needs. However, there are several benefits of sales automation software for every kind of business. It’s just choosing the kind of tool for your needs. Sales automation would benefit a business in the following ways:

    Improves Efficiency and Performance

    When you remove the burden of mundane and repetitive tasks from sales reps, you can expect them to focus more on selling. Additionally, 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

    Automation makes sure that the entire sales pipeline moves swiftly and produces results without the risk of human errors. Also, can detect inconsistencies in the data if found any and report it to reps, which further increases automation usage. What seems to be a tiny error at the surface in sales can result in a heavy loss to a business.

    Improves Customer Satisfaction

    Automation speeds up things and decreases the response time. You can get back to prospects faster and give them a priority. Timely reminders to reps also help in increasing an engaging customer satisfaction rate which is not possible classically

    Increases Data Consistency

    The sales data need to stay consistent in the organization so that there is no discrepancy. Automation helps you do just that. Automated data collection, data filtration, and data analysis with the help of tools produce thorough results of the data and represent them graphically for easy understanding by the team.

    Helps Saves Time

    To succeed, you need to work smart instead of working hard to shift to automation to put every minute of your work to better use. Timing is the key in business, more time on hand just directly increases results and revenue.

    Recognising Potential Customers

    By filtering out potential customers you are letting in only those prospects into the sales funnel who have an interest in your product or service. AI tools help with just that, instead of sales reps taking weeks just to understand customers’ needs better Automation does it in minutes.

    Maintain Relationship with Customers

    Automating tasks like emails, follow-ups can go a long way in building a relationship. And it is as important to hold on to and retain your old customers as generating new leads and customers.

    Simplifies the process of Reporting

    You can report to managers with the help of CRMs and won’t have to create manual reports that can save a lot of time. Also, as the data is available to everyone in the organisation it becomes much more easier to keep track of employees’ weekly/monthly achievements.
    A widely recognised HubSpot’s 2021 Sales Enablement report surveyed 500 different sales leaders across 8 separate countries and found out that 40% of them missed their revenue goals last year. Interestingly enough, most of these sales leaders, regardless of their performance, ranked CRM’s and videoconferencing software as their most important tools for remote selling. What separated the overperforming from the underperforming was how sales leaders used these tools.

    Sixty-one percent of overperforming market leaders used their CRM to automate their sales process compared to the 45% of underperforming market leaders.

    What can be Automated in Sales Process?

    It is true that most of the important and repetitive tasks can indeed be automated through CRM’s integration but it’s still safe to say that automation is just a tool to facilitate executives of an organisation and to replace humans from the workforce altogether. After all, it is called Customer Relationship management. There are numerous tasks that can be automated with the help of CRMs but what’s crucial is to choose specific tasks to automate as per your business requirements.

    The list can go On and On, but here are some key tasks that are widely automated by businesses to improve their overall proficiency: –

    Email Marketing

    Employees spend a good chunk of their productive time writing custom emails and sending them to appropriate customers. There are some common emails that sales reps send, such as welcome emails, demo emails, reminders, and thank-you emails. They even have to follow up with leads by sending emails. It can be pretty time-consuming.

    It is to be noted that most of the emails reps send daily can be tweaked a little like customer name and other details, specific product detail, some query, and the rest of the data is just similar. Whether they are product promotion emails or custom feedback/query-related emails they can be automated in a matter of seconds, reps can make use of email templates to help manage time better and repurpose them. Using an automation tool, you can create email sequences along with automated follow-ups which are ready to be delivered at their command.

    This can ease off a lot of headaches of sales reps can they can invest their time and energy on more important tasks, for example, speaking to prospects and building a relationship.

    Lead Management

    Using automation to help sort and prioritize leads in the sales process in the most efficient manner is the most crucial part of any sales business. In fact, businesses spent a lot of money in hiring skilled reps just for this specific purpose. Managing to make contact to the lead as soon as they sign up, increases their chances of responding and getting converted into a customer, however it’s not possible every time to approach leads instantly. As gathering appropriate data of the customer by the rep takes time, cutting down the response time by automating the lead distribution and thereby closing deals faster. Leading to a much greater customer satisfaction level.

    Scheduling Meetings

    It’s not always a success for reps to convert the leads into happy customers when they follow leads, sometimes customers require a second thought or a self-research about that product. So, what happens most of the time is reps schedule a meeting later to address the customer queries and explain the product better.

    Worse is handling hundreds of leads daily approaching them and forgetting about the schedule for even 1 customer. There are high chances of not getting a deal from the customer. CRM automation tools help sales reps do that. As a sales rep, you have to send over a link of your schedule to the prospect, and they can choose the time slot that suits them the best. CRMs also help sales reps to approach customers on time as they have built-in reminders and notifiers for every scheduled meeting.

    Day-to-day Tasks

    Apart from modular tasks like sending emails and qualifying leads, sales reps do various administrative tasks on a daily basis. These contribute in small ways to the larger growth of sales. Examples of such tasks are-
    Data entry
    The true success of a CRM lies in the fact that It organize the collection of data on prospects, customers, deals, accounts, and related sales activities under a single umbrella. But this information has to be entered manually by the sales rep. Automating CRM data entry can help reduce the time and effort spent on it by the executives.

    With automatic call logging, your sales reps can crush their daily sales call quota and not worry about missing out on adding calls to the CRM. The CRM will automatically log calls into the respective lead profiles.

    Invoice generation
    When a deal is executed successfully, the deal status has to be updated within the CRM. The sales rep has to switch over to the invoice generation tool and create and generate an invoice for the lead. This is time-consuming as they have to switch between tools. Using automation, an invoice can be generated automatically when the deal status is updated automatically.


    One of the most important features of automating a sales process is Reporting. For a healthy organisation to run efficiently it is mandatory for its executives must work productively and do their best for the betterment of the organisation. However, as the size of a business grows it becomes almost impossible to keep track of the progress of each executive. For that sales manager have to spend more than 1 hour daily on creating reports and attaching them to emails. They do this tedious task to keep their team in the know and to ensure that they stay motivated. It keeps everyone aware of how things are moving in the sales pipeline and how you can measure the output and work more efficiently.

    By automating reports, sales managers can eliminate the manual task of collecting, organizing, and analysing data. This further excludes inaccuracies that are borne out of human error. Executive’s performance can be tracked so that the rep is aware of their performance and can improve accordingly.