Are you fed up with chaotic sales processes and messy data? Are you sick of always having a hard time tracking sales activities? If that's the case, it's clear that your sales process needs a transformation.
For salespeople, streamlining the sales process isn't just a smart move - it's a necessary step that can help to increase efficiency, create a delightful customer experience, and ultimately, boost business revenue. One way to achieve this is through sales automation.
Mastering sales automation can help to enhance your sales operations, reduce costs, and nurture client relationships.
Keep reading to explore some effective ways you can automate important sales processes!
Mastering Sales Automation: 5 Techniques for Success
Integrating a sales planning and routing app into your sales strategy will revolutionize lead management for your team. Picture this: you're navigating through a busy route, and here's where the right app becomes your compass.
A sales planning and routing app is a guide, automating the process of lead categorization, ensuring your team directs its energy towards the most promising opportunities.
Imagine making your sales routes and schedules simpler, focusing on the customers that truly matter, and securing two extra crucial meetings daily. Badger Maps, the number one route planner for field salespeople, allows teams to effortlessly automate their sales and achieve a 20-25% boost in sales.
"After getting Badger Maps, weekly meetings per rep jumped from 12 to 20. This led to a 22% increase in annual revenue."
Business Development Manager, Cutter & Buck
The true value comes in the time you save, allowing you to invest those precious hours in winning over new customers. Incorporating a sales planning and routing app like Badger Maps is a game-changer.
With other important sales capabilities such as lead generation on-the-go, customer data visualization, and check-ins, Badger Maps helps field salespeople save time on their daily planning, maintain healthy customer relationships with customers, discover exciting new leads, and close more deals.
Badger Map’s sales-specific features like follow-ups and advanced reporting empower you to keep track of important customer information and take a proactive approach with your most important accounts.
With Badger Maps, sales reps can also mobilize their CRM, allowing them to access and update customer info directly from the field. This enables sales reps to sync and leverage data in their CRM, all from their phone. Badger Maps can integrate with leading CRMs such as Microsoft Dynamics, Salesforce, Zoho, HubSpot, Insightly, NetSuite, and many more!
Badger Maps is the ultimate sales automation tool as it reduces sales reps’ average drive times by 20% and frees up an average of 8 hours a week.
The importance of a CRM system can’t be denied. With a robust customer relationship management system in place, it’s easy to centralize customer data and track conversations. CRM solutions can help you automate sales processes with a more organized system for managing customer needs.
For instance, Uber uses CRM softwareto understand customer habits and patterns so that they can provide more tailored services and boost their customer retention. A CRM also makes it easy for Uber to stay on top of customer complaints and keep track of interactions.
A CRM system not only helps your outside salespeople to better understand who they’re selling to, but can also help you determine whether or not your entire sales process is working in the first place.
A CRM can also help to gather and analyze important sales performance data. A typical CRM will come with an automated sales analytics dashboard with info such as leads, revenue, and other important metrics, like the example below:
A thorough sales performance analysis provides a clear overview of your sales pipeline. With this, you can identify constraints, optimize strategies, and make data-driven decisions to improve your sales process automation continuously.
When analyzing your sales performance, you and your team should monitor specific key performance indicators, that will typically be based on already established sales goals. Key metrics like conversion rates, lead sources, and deal progress are usually good places to start.
Start by auditing your internal and external sales processes to identify areas where you may be falling short. Consider details like lead management, customer communication, sales tracking, and analytics.
Next, create a plan outlining your requirements, objectives, and the outcome you expect from implementing your CRM. This will help you track the success of your sales operations in the long run.
Research and choose a platform
Research different vendors and look out for CRM platforms that offer solutions tailored to your CRM needs and company size.
Reviews from sites like G2 and Software Advice can help you see what customers are saying about different CRM tools. Once you have chosen your preferred platform, customize it to suit your sales process.
Typically, the vendor you choose will have a support team or resource to help you achieve this. If you’re transitioning from another system, be sure to migrate your data to the new CRM software.
Run integrations and train your team
Integrate your CRM system with other tools and platforms your company uses, such as email marketing software, marketing automation tools, and accounting software. This can help you improve data consistency and eliminate manual data entry, saving valuable time and reducing error.
Train your sales reps, marketing team, and relevant staff, providing hands-on training sessions, tutorials, and resources that serve to educate them. You can create video tutorials, written content, and other content formats that highlight features and show your team how to use the sales automationsoftware you’ve selected.
Before rolling out the CRM, test different scenarios to ensure that the system works seamlessly and aligns with your processes. After implementing, continuously optimize the CRM based on your evolving business and customer needs.
Email remains a powerful sales communication tool. Email automation tools allow you to create personalized email sequences that keep your customers engaged. It is an effective way to increase sales productivity and boost sales.
Automated emails can be used for various aspects of your sales process such as order confirmation, abandoned transaction/cart notifications, onboarding new customers, and even order tracking.
Use email automation tools to set up specific triggers based on actions that customers take when they interact with your website. For instance, email a "tracking link or ID" after a purchase. It’s also important that you avoid common, yet deadly mistakes when you are automating prospecting emails.
You can also use sales email automation tools to segment your audience based on demographics, purchase history, engagement level, and interests. This allows you to send targeted messaging to each group and increases your chances of conversions.
Automated drip campaigns can help you guide leads through your sales funnel. You can create a welcome email sequence for new customers and include a series of follow-up emails with valuable content, such as blog posts, ebooks, or videos. Then, gradually introduce product information and benefits as sales leads show more interest.
For leads that have gone cold or haven't engaged with your business for a while, use re-engagement email campaigns. Offer exclusive content, discounts, or special offers to entice them back into the sales cycle.
Incorporating chatbots and live chat functionality into your organization’s website can enhance customer engagement and support, even outside regular business hours.
A survey by Intercom shows that companies typically use chatbots to identify qualified leads, send product demos, collect information, and help customers with a purchase.
The same survey showed that chatbots can help businesses increase sales by 67%.
You can ask your web designer or site manager to set up chatbots that provide instant responses to frequently asked questions. Chatbots can help to qualify leads based on where they are in their buying journey. They can also be helpful with sending prospects to the right salesperson, potentially improving customer satisfaction.
Live chat, on the other hand, enables real-time conversations with prospects and customers, fostering a more personalized interaction.
A 24/7 live chat for instance can ensure that your customers will readily have the support they need when navigating your sales funnel. This can help you capture leads that would otherwise have been lost.
When automating your chatbots and live chats, craft chat responses and live chat scripts that resonate with your audience, tone, and preferences.
Personalize messages based on the user’s query or behavior to create more engaging and human-like interactions. Simplify interactions by using clear choices or buttons that users can select. This will ensure that the bots can provide more accurate responses.
Success Starts by Taking Action
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Populate your templates with relevant customer and product information. This might involve pulling data from your CRM or other relevant sources. The automation tool you choose should be user-friendly, enabling your sales team to quickly and accurately input data.
You can also use generative artificial intelligence tools to create templates for different scenarios like product offerings, service packages, or partnership proposals. These templates should include sections for creative product descriptions, pricing, and terms.
Your templates should also be consistent with your brand. Be sure to keep your sales proposals brief and concise, and use visuals like images, charts, and graphs to make your proposal more engaging.
As your sales process expands, it’s important to optimize your team’s workflow and customer journey for better results.
Repetitive sales tasks and lead capturing become easier when you automate sales processes; so be sure to leverage sales planning and routing apps, a robust CRM system, email automation tools, and chatbots and live chat. Don’t forget to automate proposal creation as well!
As you adopt these techniques and tailor them to your sales needs, you’ll be able to create a streamlined customer journey. The ultimate result is an improved process, simplified customer interactions, and steady growth in your sales revenue.
About the author: Martin Gessner is the founder of Focus on Force. He has spent over 10 years working in various Salesforce roles including business analyst, project manager, consultant, and solutions architect.