From the top of the sales funnel to closing, the sales process has a lot of steps. In many cases sales begins with marketing initiating the first touching point. It could be socials, ads campaigns, or email marketing, and from there, prospects flow through the funnel hopefully landing in a closed deal. This process has many steps that are supported across several departments. Closing deals takes time, resources, and collective effort. Sales automation automates all the sales steps for an efficient buying process for customers, the team, and the business. 

And speaking of efficiency, if you already have a sales automation tool in place, and it’s ineffective, you’ll find information here, too, that can get you on the right track quickly.

Why is This Important? 

Sales automation increases productivity, accelerates the sales cycle, and increases revenue.

According to a CSO Insights study, 62% of a salesperson’s time is spent on responsibilities that do not produce revenue. Businesses invest a substantial amount of money in their sales team, only for them to spend most of their time on administrative tasks.  Sales automation grants sales teams more time to dedicate to generating revenue for your company. From eliminating manual tasks to shrinking the sales process, automation greatly benefits businesses. And, incorporating AI into the sales process not only brings innovation to the sales cycle but smart insights that allow you to share accurate and necessary information with your customer. 

Where to Start? 

Prospecting is the perfect place to start. There are hundreds of databases packed with data that enable your sales team to streamline hunting. Many customer databases such as ZoomInfo also incorporate job titles, personas, company size, revenue, along with prospect’s contact, thus eliminating the daunting task of doing this manually. What also comes with this is the ability to create prospect campaigns that trigger a series of emails, calls, and other touchpoints as soon as a prospect enters your sales funnel. 

What to Take Into Consideration?

We mentioned all of the benefits of incorporating automation into your sales process. However, like all things, there are things to take into consideration. 

If your implementation is not done diligently, there may be a lack of personalization. Imagine a prospect enters your sales funnel only for them to be bombarded with emails that do not address them by name. It comes off as a scam and can scare off potential customers. Another thing that comes with implementing automation into the sales funnel is the challenges. Money, time, and effort are all important when investing in digital tools. Incorporating collaboration and setting aside time to discuss and learn your company’s pain points, gaps, and needs will make for a successful implementation. Why is the tech stack important? The CRM your company decides to implement must integrate with the sales automation that your company is interested in. 

At some point or another, closing a deal may require cross-functioning departments to be involved. Having an automation process, clear communication, and concise data make this easier. 

At AdVic, our Salesforce® consultants will take a dive deep into your sales operations – or your current inefficient sales automation tool –  to understand the best ways to revolutionize your sales processes through customized automation solutions. Let us show you how we’ll do that today.

Related Resources:

How to Use Automation to Accelerate the Sales Cycle

Top 3 Reasons to Integrate Billing with Salesforce CPQ

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