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.
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.
Sixty-one percent of overperforming market leaders used their CRM to automate their sales process compared to the 45% of underperforming market leaders.
The list can go On and On, but here are some key tasks that are widely automated by businesses to improve their overall proficiency: –
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.
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.
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.
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.