Mark Twain once said, “The secret of getting ahead is getting started”.
Most of the companies have failed to realize the value sales automation can add to their business. There is a definite need to take new initiatives in order to reduce sales costs and improve efficiency.
Why Automate your sales process?
Potential leads are the one true source for the advent of a particular sales cycle. Being preoccupied with other activities is never the right answer for missing out on them. Hence, a logical solution is imperative. Implementing the right software that can automate tasks and save time is going to provide bandwidth for the more impactful activities. 67% of the buyer’s journey is done digitally, therefore, the Sales process automation can totally change the way in which a sale is made, making the entire process more efficient. A CRM, 9 times out of 10, does not provide immediate results, which in turn necessitates that the system implementation and product goals hold more importance to realize the true potential of the software. According to Salesforce, CRM system adoption increases sales by up to 29%. Sales Automation can bring people together and result in having a positive impact on the process.
Reach out when the prospect is ready
It is always a tough task to guess when the prospect is going to make a purchase and we might end up losing a possible conversion by reaching out to the prospect at the wrong time. They might be present at different stages of the sales funnel which makes automation very important. Automation plays a vital role in the outreach process and also helps in deciding the various touch points across these stages. 82% of B2B decision-makers think sales reps are unprepared. By reaching at the optimum time and also providing enough information, it will enable them to close the deal.
Get insights from data
The analytics feature of sales automation is not fully used to its potential. Along with creating reports for leads and deals, the sales team can also gain insights on the demographics, conversion rates, and churn. They can track the progress on a weekly basis and the approach can be tweaked whenever required.
Spend less time calling and emailing
Only 23% of sales emails are opened. Cold calls and E-mails are always time-consuming and there is the disadvantage of high bounce rate. Even though the cold approach is necessary, the sales team cannot spend all their time doing this. The team can analyze the leads and prioritize them for outreach to improve efficiency. Automation can help teams work smarter and not harder.
Manage leads better and get timely information
Lead management is a very important part of the sales process. Every lead needs to be tracked and managed to know its progression across different stages. Nurtured leads make 47% larger purchases than non-nurtured leads. So, Individual attention is required, and the sales team need to track it till closure. The automation tool can help in setting up the tasks, appointments, and also send timely reminders for the follow-ups. The data will be available on fingertips and the team can make wise decisions.
Sales Automation will create a platform that is capable of providing a clear picture of the expected outcomes and also provides control over the planned sales activities. As a matter of fact, it will be a success only when the sales team is fully aware of its benefits and how it can help them improve their performance.
Ananthnag H N