Sales Force Automation

Different sales force automation tools perform different tasks. Some tools even allow users to set up their own inputs and outputs to customise which tasks are automated. Here are some components of sales force automation software.

• Activity tracking and alerts : Activity tracking allows sales teams to keep track of where they are with certain customers, ensuring they are taking the correct next steps to build sales. By linking CRMs to email clients or calendars, everyone will know exactly where each client is in the sales process. Additionally, some sales force automation software will automatically alert sales team members of the next steps they need to take. This means they will always be taking the correct actions at the right time, ensuring the best chances of sales success.
• Automate the sales process: By automating parts of the sales process, businesses can keep the sales process moving without doing anything. For example, a business could set up an automation whereby a new email is sent after two days if an email to a client is not opened. Alternatively, if the email is opened and an online form is filled out, the contents can be automatically added to a CRM and a sales rep notified that they should contact the prospect. The other benefit of automating the sales process is that by creating a plan that maps out which step follows the previous one, sales managers always know only the most effective actions are taken by reps at each stage of the sales process.
• Manage the sales pipeline : Businesses can reap the benefits of sales force automation when using it in their sales pipeline. The pipeline can be set up so team members are alerted whenever a prospect moves to the next step of the pipeline, simplifying the process and ensuring everyone knows the next steps to take as soon as they have to take it. Additionally, by utilising a dynamic sales pipeline, metrics such as projected revenue and opportunity close rates will be automatically updated whenever a client is moved down the pipeline. This means managers don’t have to make reports manually and ensures they have all the tools they need to make plans.
• Take the hassle out of scheduling appointments: Scheduling tools make it simple for sales teams to plan meetings with clients. The sales rep simply sends the prospect a link to the scheduling software, where they can then choose an available time slot. As the software links up with the sales rep’s schedule, it already knows when the rep is free, meaning there is no chance of the rep being double booked.
• Automatically assign leads: It’s possible to set up processes within a CRM that automatically assign leads to the correct sales rep based on company metrics such as industry, location, size, or simply how busy a rep is. This takes the guesswork out of assigning leads and reduces the workload of managers.
• Produce up-to-date reports: By automatically producing reports based on real-time metrics, sales force automation tools allow managers to save time when analysing how the team is performing. These metrics can often be shared throughout the company, allowing higher-ups to make plans based on accurate predictions of company performance. Reports can be made based on metrics such as predicted sales, revenue, and the performance of individual reps.
• Focus on the right leads: Focusing on the correct leads is perhaps the most effective way of increasing sales and productivity. If a business knows what makes a good lead, it can set up sales automation software to automatically analyse a lead and decide how qualified it is based on metrics such as the number of employees, industry, or revenue. By making it clear what is a good lead, sales reps can be sure to only focus their time on the most qualified leads.