Does Sales Automation Improve Sales Strategy and Increase Revenue of Businesses?

Sales automation is becoming more important for businesses in every sector. According to survey, many companies have already adopted this technology, and the number is even increasing for B2B businesses. Automation and many other sales enabled tools help a sales team of a company to communicate quicker and in smarter way with their prospective clients, and in turn increasing the conversion rates. 

Here are some ways how automated tools can increase the sales process.

1. Saving time and eliminate data entry for sales team:

Automation helps the sales team to update the data easily making in more productive by updating different records in the CRM as a prospect climb through the sales cycle. It also helps sales team to find a reason for closing any account.

If a prospect gets engaged with the marketing material, the CRM automatically updates their contact record. Sales automation helps in using software in automating tasks related to sales.

2. Helps in increasing sales velocity and improving the overall sales process:

Automation helps in sending emails with personalized messages to clients at critical moments in their buying cycle.  When a new deal is created, company can issue an email with all the client’s pain points and it should be aligned with the content they are consuming. This helps in opening a line of communication. Emails can also be sent internally within the sales team. Most of the CRM processes includes multiple steps that give reminders to the sales representatives to track certain processes that helps the process to move smoothly. Through CRM sales team members also get reminded about stalled accounts that have not been followed up for some time.

3. Improvement in sales team’s lead intelligence:

For a sales team timing plays a very crucial role. It is important to reach the right prospect at the right time for a chance of conversion. There is always a probability of losing a deal if the team does not approach the client on time. A sales team should know internally whenever a member opens or shares an email, views a presentation thus giving them a better intel to respond.

4. Increasing Renewals:

Automation helps sales team to have a better track when contracts would end and can proactively work in engaging clients for the renewal. Emails can be automatically generated and sent to clients to remind them of the success they have experienced with the company and all the upcoming opportunities. Similarly, automatic emails to sales team can remind them of the upcoming important dates and renewal workflow. 

5. Increase in referrals and customer satisfaction:

It is tough to convince new customers but referrals from acquaintances, family, friends and colleagues always a major part in conversion. To give these referrals existing customers should have an amazing experience with the company. People needs to interact with the organization that helps them understanding their individual needs thus keeping them happy.

Automation makes this entire process smooth. Company emails can be triggered depending on client’s viewing patterns ensuring that they are receiving communication relevant to their individual needs. When a customer’s CRM page is populated, it helps a salesperson to have to always have up-to-date information about the customer’s needs.