Sales, like most organizational functions, can be daunting and overwhelming. The multiple daily obligations may seem unending and take a toll on your motivation and effectiveness. Sales teams have two major roles in an organization; starting new sales cycles and advancing ongoing ones.
This seems simple, right?
Just two roles to do every day before you call it a day 😉
However, these roles can be anything but easy. Completing the two sales tasks can wear a salesperson down and result in low motivation, diminished productivity, decreased effectiveness, and burnout. Some sales professionals get to a point of resigning and switching careers.
Fortunately, there’s a way out for sales professionals to overcome the grind – sales automation.
What is Sales Automation?
It is the automation of tasks that sales team –sales representatives and managers- carry out daily, weekly, and monthly. The tasks include contact management, sales funnel management, customer tracking, inventory control system, and sales lead tracking system.
Sales automation spares sales teams the energy, time, and resources they use to conduct manual, repetitive, and tedious sales tasks. You can’t continue to perform all your sales tasks manually and expect to compete well with successful brands around the globe. Sales automation helps you compete on equal ground with the big boys.
Benefits of Sales Automation
With sales automation, sales teams no longer have to spend lots of hours and effort on repetitive and manual sales processes. They concentrate their effort on more productive tasks that have a positive impact on the bottom line.
Sales automation increases conversion rates by 53% and revenue by 3.1% according to a report by the Aberdeen Group. When sales teams concentrate on productive tasks like closing deals, they generate more revenue for the company.
Gives You a Competitive Edge
Nowadays, businesses are using automation ranging from marketing automation to sales automation to stay in the game against the competition. Sales automation helps firms to streamline their business processes and hence attain competitiveness.
Sales teams do not have to spend thousands of hours on mundane and tedious tasks. Sales automation reduces wasted work hours and improves the productivity of sales representatives. It unburdens sales teams, and they concentrate on acquiring, nurturing, and closing deals.
With sales automation, routine tasks are managed faster, and labor costs decrease resulting in lower costs. Also, automation reduces the probability of human errors that can be costly for an organization.
Improves Sales Forecast
Automation allows sales managers to predict future sales using past sales data. They can identify trends that are useful in decision-making. Additionally, sales managers can generate reports on sales and sales team performance.
Examples of Sales Automation
1. Contact Management
Sales team have loads of contacts both existing clients and prospects. With a huge contact list, it is hard to manage every contact and track their needs. Sales automation comes in handy to help sales teams manage their contacts effectively and help them move in the sales process.
Freshsales is a CRM tool that assists you in managing your contacts so that you can focus on other important sales activities. Also, the tool connects contacts to emails so that you can send bulk emails and track them.
2. Lead Enrichment
With sales automation, you don’t have to struggle with soliciting for information about your prospects. Lead enrichment tools help you gather data about your prospects so that you can connect with them easily. Lead enrichment tools like Clearbit help you get data on prospects such as company name, industry, social media presence, and current vendors from numerous data sources. This offers you a comprehensive profile of the lead.
3. Meeting Scheduling
The process of scheduling a meeting with a prospect can be strenuous and overwhelming. You have to choose a date that is convenient for the two of you. You may send one date and time via email, and they reply with a different date then you have to send another one. This process is inefficient, tiring, and compromises the momentum of the deal.
Sales automation makes scheduling meeting easier and faster because you just send a prospect a link to your schedule, and they choose the date that works for them. It’s that simple and you look forward to your meeting. Tools like Ebsta Inbox, Calendly and Timebridge can be helpful in scheduling a meeting.
4. Find Targeted Leads
A business can use LinkedIn Sales Navigator to locate targeted leads. The tool lets you find the right people and firms, understand them, and reach out to them. With LinkedIn Sales Navigator, you can devise a custom filter with the criteria of your choice. For example, you can use the criteria sales manager in Washington. You receive prequalified leads daily, weekly, or monthly –the choice is yours. This makes your work easier.
5. List Building
An average salesperson takes 6 hours to book one appointment. Most of this time is consumed by prospecting. Nevertheless, there’s a better way of prospecting than spending loads of time to get one lead. Solutions like Datanyze make it easy to get relevant leads fast and easy. You can search for leads based on factors like company size, industry, and funding.
6. Lead Prioritization
Have you ever sat down the whole day calling your leads in alphabetical order instead of best fit? Here is some good news. You don’t have to spend time and energy calling all your leads with AI-based lead scoring and prioritization tools.
Lead prioritization helps you determine the leads to start with–those that have the potential to bring maximum value. Teamgate has lead scoring and prioritization features that save you time and assists you to work effectively.
Voicemails are useful in the sales process. They humanize an enterprise as well as stimulate some form of engagement like return emails, callbacks, and website visits. Research shows that a salesperson spends approximately 25 hours every month leaving voicemails. If you have a team of 50 sales representatives, the time
totals to 1,270 hours monthly. This is way too much time to waste on voicemails.
Voicemail automation tools such as Voicemail drop allow sales teams to leave a recorded voicemail with the click of a button. This saves sales teams hundreds or even thousands of hours every month that can be allocated to other productive tasks like closing deals.
8. Proposal Writing
When drafting a proposal manually, you have to copy paste information from different sources including CRM, emails, and your notes. This can be time-consuming and tiring, especially if you are preparing proposals for several prospects.
Luckily, sales automation tools like PandaDoc help you make proposal writing easier. They integrate with your CRM so that you don’t have to copy-paste details like customer data, products information, and price. This info is transferred to the proposal automatically. The tool also helps you to acquire internal approval from the relevant authorities before the proposal is sent to the prospect.
9. Email Templates
You don’t have to type emails from scratch each time you want to send one. Also, forget about copy-pasting messages and having similar lines in every email. Sales automation can help you develop an email template that you can customize to fit specific recipients. Email template generating tools like BEE ad Stripo are very helpful. Ebsta Inbox also allows you to share templates between your team AND send Salesforce Email Templates from Gmail.
10. Automated Call Transcription
Imagine this; you have to choose between listening to and analyzing your last call or making another one. It’s probable you would choose to make a new call. Conservation intelligent platforms like Gong and Chorus help you to analyze your calls so that you don’t have to spend time doing it yourself. They extract useful information such as topic under discussion and action items from calls.
11. Lead Distribution
Various studies show that when a lead is contacted almost immediately after sign up, he is most likely to convert. Nevertheless, in most organizations, after receiving leads from social media, websites, and other sources, they stay in the CRM for some time before a salesperson is assigned to contact them.
The automation of lead distribution using tools like Bitrix 24 and Lead Assign can help to bridge the gap between a lead getting in CRM and salespersons reaching out to them. It cuts response time, which increases the probability of conversion. Also, automation of lead distribution increases the efficiency of the sales process.
12. Cold Calling
Cold calling is effective, but time-consuming part for your sales process. Hence, it is important to devise a strategy that lets you contact as many prospects as possible. RingCentral makes cold calling easier and faster by letting you make a call with only one click of a number. If you find a number on a website, email or message, you can call it without copy pasting it. RingCentral advanced features and toll-free minutes differentiates it from other VoIP providers.
Learn More About Sales Automation
As you embrace sales automation, it is essential that you do it cautiously since it can be too much of a good thing. Do not automate every aspect of your sales process because it will become robotic and soulless.
Your sales process requires you; it requires an element of humanity that is perfect for sales. A robotic sales process does not get high conversation rates and damages a firm’s reputation.
To learn more about how Ebsta can automate parts of your sales process, you can request a demo here.