Salespeople should be focused on closing deals. But in organizations large and small, they’re doing anything but. That’s because they’re often bogged down in manual and time-consuming tasks such as emailing prospects, prioritizing leads and reporting. Judging by the number of emails I get from salespeople at local car dealerships every week it seems clear this is the case. A report by Forbes states many sales executives spend up to 65% of their time on tasks that are not even related to sales. Sales automation may be the answer.
What is Sales Automation
Sales automation is the use of technology to automate repetitive tasks in the sales process. This can include tasks such as lead generation, customer relationship management, and billing. Forward-thinking companies have started adopting sales automation as a key driver of cost efficiency and increased sales. A 2021 study by Gartner found 88% of Chief Sales Officers (CSO’s) “have already invested in, or are considering investing in AI analytics tools and techniques.” At a recent GDS Group Summit. The keynote speaker mostly focused on what a top seller looks like in the digital era. Eric De Neef EVP and Global Chief Commercial Officer at Radisson Hotel Group spoke about his company’s use of an integrated SAP platform to increase sales and drive productivity. “It enables the seller to understand the situation of the customer versus what has been agreed in contract, and to come up with tailor made solutions if needed.” Let’s take a closer look at how sales process automation might work for your organization. Make no mistake your competitors are already doing it.
Benefits of Sales Automation
Perhaps the most important benefit of sales automation is that it can help sales teams be more productive and efficient. By automating repetitive tasks, salespeople can focus on more important activities, such as building relationships and closing deals. When used properly, sales automation tools can provide salespeople with the data and information they need to close deals quickly and efficiently.
Equally important, perhaps, automating your sales process can save your business time and money. Automating repetitive tasks can help businesses avoid the costs associated with hiring additional staff. In addition, automating your sales process can help you close more deals and increase sales.
How to Use Sales Automation
Sales automation can be used in several ways, including customer relationship management (CRM) software, lead management software, and sales intelligence tools. Each of these solutions has its own set of features and benefits that can help sales teams in different ways.
For example, CRM software helps salespeople track and manage customer interactions, while lead management software helps sales teams track and follow up with leads. Sales intelligence tools, on the other hand, provide salespeople with data about potential customers, such as contact information and purchase history.
It’s clear, AI and automation is changing the sales landscape. AI-powered sales automation tools are becoming more sophisticated and can help businesses close more deals and increase sales. The future is here.
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