Can you Really Effectively Streamline Your Sales Process with Automation?
Technology and a drive towards automation, Artificial Intelligence, and more modern ways of working has been having a huge impact on the business world for some time now, but since 2020 and the pandemic, it’s fair to say it’s been developing even faster and becoming even more all-encompassing.
The question then becomes is it worth doing and does it actually work?
Well, for today’s article we’re saying, yes you can streamline sales with automation, and it’s worth it.
To prove our point, we’ll address the cost of inefficiencies in workflows and practices, key areas where automation can simplify the processes and give you some examples of the types of tools you’ll need to get your reps focused on profitable activities.
How do inefficiencies impact the workplace and cause higher costs?
Business Process Automation (BPA) has been significantly reducing costs, streamlining functions, and allowing team members to do more with their time because of how the strategic implementation of the automation works.
Inefficiencies in the workplace, through an over-reliance on outdated technology, insufficient structures, failure to utilise technologies, or similar issues can come about in a lot of ways, but the most common which result in higher costs are:
- Team resources not being allocated properly, resulting in wasted time, doubled-up work, and / or avoidable errors.
- Daily tasks and processes taking up more time than necessary, meaning less time for team members to work on profitable activities.
- Slow or a lack of database updates leading to inaccurate records, missed opportunities, and potentially data protection violations.
- Delays in customer service and customer experience tasks, resulting in unhappy customers, damage to business reputation, and less sales.
- Poor communication between teams and / or non-traditional workers (such as hybrid or work-from-home employees), which can delay actions, cause unnecessary stresses, and lead to increased workloads.
What are the key areas where automation can simplify the sales process?
Strategic automation can be a game changer for businesses looking to do more with their resources, and improve their entire business — and when it comes to sales, the right tools and level of automation can assist with:
- Monitoring opportunities and leads, then assigning them based on pre-determined markers.
- Identifying, sorting, and weighting leads for maximum efficiency.
• Standardising outreach and communications to increase brand value, trust, and engagement. - Evaluating funnels and buckets to see where customers are engaging, coming in, or dropping out in order to improve overall sales approach and effectiveness.
- Handling day-to-day tasks (often in conjunction with AI) to free up team resources for more skilled tasks.
- Ensuring data security and data protection obligations are being met, and sensitive information is only accessed by appropriate individuals.
This is just the tip of the iceberg for what BPA can do, and when it’s combined with effective platforms such as flexible Customer Relationship Management (CRM) software, then the potential to do more increases exponentially!
What sort of tools frees up time for your reps to focus on doing more?
As we just mentioned, having the right toolkit can make a massive difference in what you’re doing with your team and your time.
Get Lynne Pratt’s stories in your inbox
Join Medium for free to get updates from this writer.
Of course, what you’re doing, how you operate, and individual circumstances will play a role in what is best for your business, but generally you should be looking at having:
- Powerful modern CRM systems with mobile and app functionality
- An integrated team management platform
- Flexible AI tools for both internal (business processes) and external (customer engagement) usage
- Automated outreach options (such as mass-email programs)
- Sales diary management tools
- Reliable stock management tools which integrate with your CRM
- Advanced analytics and reporting software
Ideally, you’re going to want to find a platform which offers third-party integration, and a multifunctional suite of options (such as TEB with its powerful CRM, inbuilt analytics, and much more).
At the end of the day, the more you can refine your processes to function steadily without excess human input, the more your team will have time to focus on their tasks and bring in more sales.
