In research done on Sales Cadence followed by small and medium businesses, it has been observed that 25 percent of sales cycles take seven months or even longer than that to close. This is the reason why it is so necessary for sales reps to maintain a healthy pipeline and also gently nurture their leads until they are sales-ready.
Technology like SFA aka Sales Force Automation used in sales is considered by many as the best solution for handling busy pipeline, as automation aids in freeing up time and even get more things done easily.
Now if you are interested in understanding what a sales process automation is, to make it sound simple it is a technology that involves streamlining repetitive manual and time-consuming tasks like data entry and admin to save time.
Automation in sales can even make many more tasks in sales easier by easing not only data collection but also by establishing a timely hand over to other departmental arenas and by providing customer insights.
Hence by automating your sales process you business can and send one-to-one communications instead of sending emails with pushy and rushed sales pitches that prove detrimental to many organizations in modern times.
Therefore, here are some of the best sales process that you can automate for your businesses’ revenue growth:
1. Attach relevant data about the leads to contact records
When a lead is assigned to anyone in your sales team, do they receive proper background information about the lead?
We say this as you should never expect your sales reps to fly blind or waste their precious work hours trying to find the information you already have since once you use a business growth technology like easy to use CRM you can seamlessly attach valuable details to new contact records and so speed up your sales processes.
There are several CRM software solutions in the marketplace that comes along the best sales automation tools that allow businesses to create workflows that can even trigger emails or notes with a list of known customer properties like company, industry types, goals, inquiry details, and their pain points.
This is because compiling information about the prospects can be considered as one of the most essential and supportive sales processes to automate for an overburdened person in sales.
2. Automate tasks and deadlines
It has been observed that on average in the present time sales professionals spend just 34 percent of their time in selling while remaining busy 66 percent of the work hours in performing tasks like data entry, quote generation and several other admin works that distract sales reps from what they do best.
Hence on you buy CRM and use integrated automation tools within the software that offers task management features, you can create workflows to assign common tasks automatically and place deadlines for each contact depending on their sage in the sales pipeline.
In other words automating tasks aids sales reps to just take a look at their to-do list of works and thereafter know what exactly is needed to be done, instead of spending long hours just to get them organized and thereafter plan for the rest of their day.
3. Send automated emails forunengaged lead nurturing
Sales teams using easy to use CRM can at a glance identify and isolate unengaged leads and thereafter have well-defined processes for recapturing the interest of those leads.
Now to get their salespeople primarily define the period of inactivity of a lead that determines its disengagement and thereafter createsa nurturing workflow that has the optimal chance of capturing their interest for their businesses it is also worth determining when a prospective lead should be considered lost.
Automation can easily take up this task of re-engaging contacts, which aids in freeing up sales rep’s time for closing hot and engaged leads.
4. Let prospects book into your calendar
Setting up a meeting with prospective leads and customers can quickly become really frustrating for your sales teams.
Nevertheless, to eliminate this you can use several scheduling tools and integrate it with your CRM using two-way data sync software solutions like PieSync integrations to let qualified prospects book time in your business calendar directly.
5. Prioritize prospects using automated lead scoring
It has been observed that sales reps are 33 percent more likely to prioritize their leads based on data analysis of the propensity of the prospects to buy rather than just rely on their intuitions and selling skills.
Lead scoring is a process that enables sales teams to calculate how likely a prospect is ready to purchase which is based on certain criteria that add or deduct points from an overall score.
For example, you can provide higher points to a prospect living in the USA and have opted for your brand’s newsletters or deduct points if they cannot speak a language your team is incapable of providing their services. You can even include budget, business size, industry, the position of a person in a company and more into this equation.
When easy to use CRM can automatically collect all these data for all new prospects in your CRM database, your sales teams can filter their pipelines using lead scoring techniques and thereafter reach out to the highest-scoring leads first to boost their chances for closing.
6. Use personalization tokens for creating customized communication
There are several companies that avoid sales automation since they worry that it will make their outgoing messages sound impersonal and robotic.
However, the truth is automated emails only sounds robotic if it is done badly.
In the modern times with stellar growth in technology, there are several personalization tokens that businesses can use to make automated communication look
more authentic by including mentions of your lead or customer’s industry, business names, content conversation (e.g. webinar or eBook signups) or when you last spoke with them online.
7. Streamline invoicing and admin
It is important that your sales reps must help out the customers after a deal is closed, however, it does not imply that you should get them bogged down by admin tasks when they might as well be selling.
Therefore, one of the most critical sales processes that can be automated is the handover to admin and invoicing, which you can easily do if you can use bi-directional contact sync like PieSync and other between your CRM software and your invoicing tools.
This is because, with the right contacts in the right tools, both teams will be able to know what they are working with.
8. Automate handover to the onboarding teams
In the present times, most sales teams believe that collaborations across departments in any business are absolutely necessary for the betterment of their overall sales process.
Now sales collaborations are never more critical than with onboarding specialists and account managers that will look after the needs of the new customers.
Hence you can use automated triggering to send internal emails to the relevant teams in your company who are entrusted to take care of the customers as soon as a sales rep moves a prospect to a closed after winning the deal, and even configure your system to include all the relevant information they need to move forward with the onboard customer for providing them a world-class customer experience with your company.
9. Collect customer satisfaction data
The most experienced sales reps and sales managers know that sales metrics are just not about revenue. This is because the most critical and important metric of all is whether the right customers purchase your offerings and stay for the long-term with your business.
Most sales teams find this out by tracking CSAT (Customer Satisfaction) score as the top KPI (Key Performance Indicator) in their easy to use CRM platforms while reducing the importance of “team quota met” marginally less than the former one.
10. Sync contact data between all tools
Finally, in sales teams using multiple applications for their business growth, not syncing data between them is a major pitfall that is found in most businesses nowadays.
Therefore, it is advisable to use two-day contact data sync like PieSync integrations and others between all your apps which can save time spent on manual updates, eradicate scopes for human errors and let businesses be in the best position for sales automation, since doing this ensures that your data is certain to play nicely together in all apps.