While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. Due to the advent of CRM systems with automation tools, businesses received a single database to store information about leads and customers. You don’t have to rely on gut feeling anymore having way more reliable tools to benefit your selling.
As per benefits automation can bring, recent surveys have revealed:
- Employees lose up to 40% of their productivity while switching between systems and engaging in manual follow up
- Implementation of automation solutions can drive up to 8% more operating income for the companies that underwent digital transformation
In this blog post, we’ll cover major pain points of sales reps, and how automation solves them. These problems can be trivial but the damage they can inflict is more than serious. Let’s consider some of the most frequent pains.
1.) Lost in Communication:
“How do I keep in touch with all leads all the time, without losing anyone on way?”
A sales rep can get lost in a succession of messages or interactions with leads, when calls and emails grow in number and get skipped. Reminders, notes, and spreadsheets suddenly come alive, become elusive, and vanish into thin air. As a result, you can lose an important lead.
There is one grand solution for keeping track of leads and always staying on track – automation. No need to rely on outdated outside prompts or human memory; you can employ sales automation tools and forget about your worries. An automated follow up is more reliable: voicemails and emails will be sent, calls made, reminders attended to.
Lead scoring can be automated, and their contacting simplified, too. Automation tools determine lead priority and make daily recommendations of the leads worthy of contacting at this very moment.
2.) Time Vortex:
“How do I save precious hours I waste on dull daily activities?”
Sales reps have certain pain points they can’t alleviate within the traditional framework, as standard manual mode complicates things even further. These are problems connected with the allocation of precious temporal resources.
If your sales process is not based on CRM software, it includes numerous manual activities that take up too much time, like:
- Logging emails
- Creating follow-up tasks
- Copy-pasting relevant data from inbox to CRM
- Updating information
- Searching for particular lead details
Working long hours, sales reps appreciate every single minute they can save in their tight schedule. An additional hour spared because of the automation of time-consuming data entry can be spent productively on generating promising leads or closing successful deals.
3.) From A to Z without hiccup:
“How to make leads result in sales?”
Initially, sales reps can attract a host of prospects, but they might dissolve on their way down the sales funnel, so resultant sales numbers may differ greatly. Why?
Your sales process deficiency might be the answer. One of the reasons for losing prospective customers is that your sales funnel has a crack through which your leads slip. So, your challenge is to locate tight places through which your leads cannot squeeze further on and get rid of those cracks. Sales automation helps here too as it allows you to make targeted changes precisely where they are needed. Pinpointing bottlenecks or other problematic stages is a breeze if it’s automated.
You can automatically identify weak spots at every stage of your sales pipeline, be it early in the process or in the middle of the way. In the former case, you might adjust the contacting time by putting it off; in the latter case, you can contact your lead earlier and quickly convert by an enticing offer.
In addition, here you can find more information about different sales automation solutions for different stages of sales cycles that can be used to build your unique hacks and tricks.
4.) Eternal Youth:
“How to keep data fresh & relevant?”
Getting new leads entering the wider, outer part of your funnel is just the beginning. In order to make them become your loyal customers at the bottom of the sales pipeline, your CRM data must be updated every time your sales reps receive additional relevant (and even seemingly irrelevant!) details on a lead. Driving fresh data into your CRM and keeping it updated endows your team with better ways to close more deals in the long run.
CRM stores details that can help you strike a bargain if you possess vital information about leads, accounts, and opportunities; so you can utilize immense power of CRM data for your convenience. It can be done via products that spare dull and boring routine operations like email/call/task logging, meeting scheduling, etc.
5.) Treasure Island:
“How to calculate future revenue?”
Forecasting future revenue isn’t trustworthy and safe and if you resort to analyzing miscellaneous loose notes of your multiple sales reps. An automated funnel will save you a buck at the end of the day.
Automatic reports provided by your CRM give you all you want to know in terms of projected revenue, number of leads and sales, and so on, at the click of a mouse. Armored with a perfect forecast, you can easily predict future sales and plan your business actions appropriately.
When automation is introduced on a massive scale in the company, when sales reps hop onto the bandwagon of automation and swell the chorus, it enables all employees to reap immediate benefits. Automation starts yielding fruit right after being introduced in the sales process. Sales automation tools are Deus ex Machina – they are invisible but very benevolent and helpful.
This week’s post is by guest author, Vlad Voskresensky, CEO and Co-Founder of SmartCloud Connect by Invisible.io, an enterprise solution for Salesforce productivity and automation connecting Salesforce to Gmail and Outlook.