Sales automation is slowly becoming the backbone of today’s industry grappling with a number of issues such as expanding customer base, fragmentation, mobile sales force and sales cycle that requires monitoring and tracking on a regular basis. As a matter of fact, big data analytics has increased the job responsibility for the sales manager and his team to avalanche opportunities and come up with the best possible solutions. With the increase in competition, the customer’s expectation has gone top-notch from a product and brand. Gone are the days when time was the main luxury for a customer.
No matter if you have a small set-up, medium business or a large enterprise, they will require quick fixes in order to grow and operate in industries. Sales automation helps in solving out many problems that might come with the time-consuming processes. Even the sales team can focus on the proficiency essential areas. In addition to this, sales automation can have a direct and reliable effect on business that works efficiently to increase conversion, improvement of accuracy and territory planning.
When we talk about sales automation implementation, there is simply no approach for the one-size-fit. There is the customized solution for every firm that aims to drive the best out of every business sales force. The main reasons that make business to bend to sales automation are:
Resource Management Efficiency
Sales automation systems are efficient for productivity tracking and planning out resource management for a sales representative. However, if it is not for an automation system, it can be a daunting task in terms of mobile sales force and expansion of the sales process. Sales automation has made it easy to keep a track on the system and organize it in a way that makes it easy to track every single detail.
For a salesperson, automation can offer access immediately to ensure that the daily activities are stored, data of revenue, the volume of information, and pipelining opportunities. You can say, it has made it easy for a sales manager to work out on the territory planning as per the location. This location is determined according to the sales manager so that he/she can keep a track of sales in real-time and make a required adjustment when needed.
If you have just started a business then you understand the importance to give maximum time to every single domain. Even for big companies, they must give their attention to every process that makes it intimidating to focus on sales completely. However, with the help of sales automation, you can provide your cent per cent to sales without consuming a lot of time.
This comes extremely helpful when it is for the repetitive task of execution such as sale opportunity updating, sales appointments scheduling, service management for the field, follow-ups execution, etc. Additionally, the management and sales team will get immediate access to the array of data in real-time. This will result in making a business decision with accuracy and also in field reporting.
Sales automation helps in eradicating the requirement of tasks that are repetitive. The sales team can give all their attention to increase the competence of core points such as selling with the help of making calls, in-person prospects and also to earn revenue with the help of lead conversion for the business.
To add more to the data, the support and customer service team can easily access the history of every customer. It gives an insight into what the customer is aiming for and then accordingly it is possible to set up cross-see, up-sell for better engagement. Also, sales automation helps in giving out sales forecasting accurately in real-time that allows us to exceed and meet the goals of financial or quarter years.
Customer Service Improvement
The order and search history of a customer is making it more efficient and reliable to come up with a solution that can help a customer. The problems that are raised by a customer can help representatives to understand the issue and come with an accurate solution. This, in return, helps in earning customer loyalty towards a particular brand or business.
You can consider it as a general view over the relationship between business and customer that help in enhancing brand image. In addition to this, there isa CRM solution with sales automation that offers support to sales activities, market integration and customer activities.
Sales Funnel Improvement
There is a number of tools offered by the sales automation system that allows a manager or representative to easily manage opportunities. The goal is to ensure that the sales funnel is followed up accurately and if anything, in the more efficient way. This will meet a number of stages such as tracking activities, keeping a check on potential customers and coming up with certain ideas to improve revenue.
In addition to this, a sales manager can also integrate field data, research reports and marketing materials from contrasting sources on a single platform to equip the sales process. It also allows the sales representative to sales forecast track that can easily meet up the requirements with data analyses. This whole process will strengthen the members of sales that can ideally analyse data to ensure that no opportunity is missed.
Right Automation System
Now, since the benefits are cleared up, how can you determine that a system is perfect for your sales automation? When you start to determine the perfect sales automation system, you will be left confused with a number of options available in the market. To sort this issue for you, here is the list of points to consider for a well-tailored system.
- Collaboration and Chat –You need to get a system that allows a sales manager to remotely work out in a better way. The environment of collaboration and chat allows for expertise and sharing data efficiently.
- Scheduling Automatically –This property allows a sales manager (or can work automatically) to assign a right technician for a task. It allows tracking experience and details of a person with their smart algorithm giving them the opportunity to come up with best.
- Leave and Attendance Tracking –It is now easy to manage and tracks the attendance of every member of a team. This will keep a record of attendance digitally giving accurate knowledge.
- Location and Routing Tracking –In order to avoid any of the accident breakdowns, you need to look out for a system that can keep a track of it. This system will delay the breakdowns by changing the path towards the optimized path to allow tracking in real-time.
- Payments and Invoicing –The digital transformation is the core of the sales and marketing department. You need to come up with a solution that allows you to make payment and invoice automatically and store all the reliable information.
These are small but vital details that help in making and breaking a business. You need to keep your focus at a fixed point to ensure that nothing is missed out and everything can go in an accessible way. Also, the technology must be able to dictate the continuous performance of the team with conversion to potential customers.