What is Sales Automation?
Sales automation refers to technology and software platforms that are designed and developed to automate repetitive or repeat tasks that arise as part of the modern sales cycle.
Many administrative tasks that sales rep need to perform are repetitive and time consuming; sales automation makes the process easier. Implementing a sales automation cadence allows sales reps to use software programs or other online tools to automate routine tasks, and free up valuable time so they can focus on building relationships with potential prospects and existing customers.
Why is Sales Automation Important?
There are many benefits to sales automation, with the most impactful being that it saves time and resources. If a sales rep can easily automate routine tasks and save multiple hours per week, they can reallocate that time to other tasks such as prospecting or relationship building.
However, there are other benefits of sales automation as well:
Increase Productivity and Efficiency
With tasks being automated, overall productivity increases because sales reps don’t have to worry about time-consuming administrative work. They can set up whatever process is needed to create more time to focus on making sales. Their overall sales process becomes more efficient, and in turn, they’re more productive.
Faster Sales Process
Without needing to spend time focusing on repetitive work each day, the overall sales process speeds up. Sales reps don’t need to worry about remembering to send follow up emails, book touchpoint calls, or input data. Plus, automating these tasks removes the chance of human error, which saves time on fixing potential mistakes down the road. Sales automation ensures the entire sales process is faster.
Reduces Response Times
No one likes waiting for a response, especially if they’re asking a question or need help troubleshooting issues. With sales automation, instead of waiting for a sales rep to schedule a call, an existing customer can automatically book time in a calendar or access FAQs online to provide help. Response times are reduced, and overall customer satisfaction increases.
Creating templates is especially helpful while prospecting. Instead of copy and pasting the same email, you can use sales automation tools to create unique templates for different scenarios. You can even create video emails to use as templates which helps personalize and humanize outreach efforts.
Improve Data and Metric Tracking
Keeping track of data and measuring metrics can be tedious work. It’s incredibly time consuming to input everything and ensure it’s accurate. If you fall behind, you end up needing to spend even more time updating records later. Automating the process relieves headaches and frees up countless hours.
Maintain Consistent Communication
Sales automation can be used to ensure consistent communication is shared with sales prospects and existing customers. If there’s a promotion coming up, or an update to your product, you can easily automate a message to be sent to all contacts. Of course, you can still personalize messages as needed, but consistent communication is important when conducting sales, and sales automation makes it easy.
What Are You Waiting For?
Sales automation has many benefits for both sales reps and sales managers. Any company that focuses on conducting sales should implement tools to help with automation. It frees up valuable time, speeds up the selling process, and ensures information is accurately recorded.