Automation has transformed the way online businesses operate by reducing manual tasks and saving time spent on key business processes. For example, automation can help to streamline your customer acquisition and management tasks, improve communication with prospects and your team members, and enhance your overall digital marketing work.
The same benefits can also be extended to your sales department where reps and other members spend a lot of their time prospecting, qualifying leads, engaging customers, and closing sales. In most cases, each of these stages involves repetitive tasks like making calls, sending out emails, initiating contracts, negotiating multiple deals, and much more.
As you can imagine, most sales reps find it challenging to stay on top of these tasks and thus end up wasting lots of valuable time that would have otherwise be spent doing actual work that brings money on the table.
To achieve this, investing in sales automation technology would be a great place to start if you’re looking to save both time and money.
If this sounds like your current situation, we’ve compiled five core sales activities that you can successfully automate to level up your CRM sales processes
Automate marketing and email campaigns.
If you’re already marketing your business online, it’s highly likely that email marketing is a key contributor to the success of your campaigns. Unfortunately, you cannot achieve much if you do all the email marketing work manually, and this justifies the need to incorporate automation into the process.
A number of effective tools have been created to help with this, chief among them being email autoresponder tools and CRMs. You can even combine the two to achieve even better results on aspects like collection of emails, creating appealing landing pages and contact forms, setting up autoresponder email sequences, and tracking customer behavior. For example, this Pipeline MailChimp integration helps you sync contacts and other crucial customer data between Pipeline CRM and MailChimp software. In the end, you have a more complete system that allows you to do all your email marketing work from a single point.
Managing your sales pipeline
Automating your sales pipeline management can help you get rid of the manual data entry and spreadsheet processing tasks that sales agents often have to grapple with every day. For example, using a CRM tool, reps can organize, track and manage most of the sales information within a single dashboard. This translates to optimized workflow that is crucial to proper management of your sales and in scaling business operations.
Prospect monitoring and lead tracking
As a business owner, you should monitor every move your prospect makes to ensure you send personalized sales pitches at the right time. However, it can be quite difficult to track the behavior of prospective customers without the help of automation. What’s more, the longer it takes you to track a lead and make an appropriate move, the lesser the chance of closing a sale.
By integrating automation, you can easily monitor engagement levels and activities of prospect in real-time to avoid missing out on potential sales. Take advantage of any information collected at this stage to initiate meaningful conversations that influence the customer’s purchase decision.
Order management involves a lot of collaboration as the sales team has to work with the finance and procurement units alongside other stakeholders. Some of the key activities to do here include approving, tracking, and managing sales orders.
By using a proven CRM tool to automate these processes, you not only minimize time wasted as different departments communicate constantly, but also reduce losses emanating from poor order records management.
Day-to-day business tasks
Other than the modular tasks of sending emails and monitoring leads, sales representatives can also automate other regular administrative tasks such as:
- Data entry
There’s no shortage of tools to help with auto-populating relevant customer and order information into a CRM database. This saves time spent on performing manual entries.
- Invoice generation
When a contract or deal is won, your sales team doesn’t have to manually generate an invoice for the customer. Automating your CRM ensures invoices are created automatically when you update the deal status to “Won”.
iii. Scheduling appointments
Scheduling meetings with prospects often involves frequent email communication and reminders. Luckily, with the right automation tools, you can trigger reminder emails for meetings as scheduled on your calendar.
- Report generation
Automating reports creation can help to eliminate the complex manual tasks of collecting, grouping, analyzing, tabulating, and representing data. It further minimizes inaccuracies due to human errors.
While automation comes with numerous benefits as seen in this post, implementing it can be quite challenging especially for small businesses. To make the transition easier for you, consider researching and identifying the processes you need to automate first. Follow this up by identifying the different types of software to help you in automating these processes. Lastly, don’t forget to maintain a human touch with your prospects throughout the sales process by making calls, meeting customers, physically, and closing deals on paper when necessary.
Remember, it’s never too late or too early to incorporate automation in a business. Make the switch today and enjoy the unlimited benefits it brings to your business.