Efficiency is essential for growth no matter the business. Most companies understand that and seek to implement programs and automate various parts of the business, from IT to customer service.
Sales tend to get left behind in the search for automation and efficiency, though. Many companies mistakenly believe their sales needs a more human and less automated touch in order to increase their sales. In reality, though, sales automation frees up your sales team to have more personalized interactions with leads where it matters.
Here is why you need sales automation and 4 ways to automate your sales.
Why Choose to Automate Your Sales Tasks
Salespeople are wasting a lot time every day: less than 36% of the average salesperson’s day is spent selling directly. That means that over 64% of each rep’s time is wasted not selling your product. However, this means that you have the potential to outpace the competition by increasing the efficiency of your sales team.
Time is a limited resource, but you can make sure that your sales team uses the most of it through efficiency. It is a simple numbers game and the more time your sales team can spend with potential clients, the more they can sell.
It’s no wonder, then, that sales automation is key for getting your company ahead of the competition. In fact, 63% of companies outgrow their competition using automate practices. Companies that utilize automation have higher conversion rates (53%) and higher rates of annual growth (3.1%).
The days of relying on your salespeople to perform tasks outside of selling are over. If you want your company to grow and business to expand, you need to use your salespeople what they are there for: selling. Salespeople that do anything else are wasting your time and money.
Recent technological breakthroughs can automate much of the sales process and give your sales team more efficiency than ever. Here are some tasks you can delegate to technology to get your team back out in the field and with leads.
Customer Follow- Up Automation
Any decent salesperson knows the importance of following up on leads. However, this easily falls through the cracks in the rush to get everything done.
The old-school method of keeping track of your leads consisted of inputting notes into a spreadsheet or calendar, which salespeople checked into every day to make sure that they did not miss a potentially hot lead. However, note taking and constant checking can drain valuable time instead of making calls. Through automation, salespeople can now simply mark ‘left a message’ and they will automatically be reminded to follow up later.
Not only will it make it easier for your salespeople to manage their follow-ups, but leadership can also easily keep everyone accountable in one place. They can check on any potential leads through their CRM to make sure that none are left to go cold.
Most of the average salesperson’s day is spent in front of a computer, writing emails. Most salespeople do not want to sound mechanical, so they try to personalize each one depending on the occasion. They write follow-ups to potential customers, thank you notes for current customers, FAQ emails, and welcome emails to new customers virtually from scratch. This can be a significant drain on their time.
Automate emails to merge with information in order to cut down on time not actively spent with your customers. Create customized emails that are all personalized based on where your customer is at in their specific journey. You can then merge certain fields with their information in order to personalize it.
Emails are essential for getting in touch with customers, and automating the process means that you can create a personal touch while still reaching out to the maximum number of leads.
Most sales cannot be done without at least some face-to-face interaction. However, even this time can be optimized. Manually routing your sales team can take a significant amount of time and there is no guarantee that it is actually the best way to reach your customers. Not routing will waste even more of your team’s time because they could be potentially driving out of their way, though.
Automating the routing process means that you can be assured that you are being as efficient as possible in your sales visits. Instead of wasting significant amounts of time working out the best route for each salesperson or team, the data from your CRM can quickly create the routes for you. This way you can ensure that your people are seeing the maximum amount of people each day and aren’t wasting any time on the drive.
Organizing Sales Leads
Place your sales leads into helpful categories to allow you to reach out to similar customers quickly and efficiently. Whether grouped by region, where they are at in the sales journey, or the product they are interesting it, it can be helpful to have similar customers in one place. When it comes time to send out emails, invites to local events, or follow-ups with a certain type of leads, the less time spent sorting through leads will make the job easier. It also helps managers sort leads amongst the sales team based on area, interest, and experience needed.
In times past, organizing and giving out leads took significant amounts of time. However, it can now easily be automated so that the entire sales team can conveniently reach the leads that they need. The automation process also makes it easier for managers to hand out the already categorized leads and make sure that each salesperson is used most efficiently based on their region, expertise, etc.
Grow Your Business Through Automation
Sales automation is no longer optional for business. Companies who choose to automate their everyday sales tasks will increase their sales team efficiency, shorten conversions and increase their sales.
Want to learn how Map My Customers can help you do this? You can watch a video demo, attend an upcoming webinar, or book a live 1-on-1 demo here, or jump straight into a free trial to explore it yourself.