Any salesperson will tell you that the most crucial aspect of their job is “closing deals.” But, in reality, most of their time isn’t selling but taking care of administrative processes. The survey shows that sales professionals spend only 34% of their time selling. That means they invest the rest of their time in data entry, research, scheduling, and reporting tasks.
Fortunately, there are ways to optimize your sales team’s time and efficiency. Chief among them is “process automation.” Yes, by automating your sales process, sales reps can quickly whittle down the tedious administrative duties and give your leads the attention they deserve.
7 Inside Sales Process You Need Automate
How do you ensure your automated sales process is flexible enough to match your requirements? Don’t worry; this article will show you some beneficial sales process automation that offers space between workflows and productivity and helps you devote more time to your most valuable asset, “customers.”
1. Lead generation
Your sales workflow typically begins with the lead generation process. While carrying out this step, your sales teams and reps are often pulled in dozens of directions to ensure that suitable leads are fed into your marketing funnel. This may consume much of their time, but that doesn’t always mean you’ll get potential leads.
However, lead generation automation may ensure that we have qualified leads.
Lead generation automation uses data and insights from your previous prospects to understand your leads category. In addition, it uses several other factors, such as geographic location, experience, and other specific criteria, to discover possible customers that are a good fit for your business. Therefore, by automating the lead generation process, your sales teams can focus more on closing prospects than finding new ones.
2. Sales calls
Outreach is a crucial part of any sales team’s job. There are many ways to reach out, such as through email, LinkedIn, or social media, but dialing phone calls can be a huge time suck if not done carefully. This is where an auto dialer can be helpful. Automating sales calls can allow your sales reps to move their hands on other important tasks and, eventually, boost their productivity by more than 300%.
3. Sales follow up
Finding new customers is crucial for your business, but you shouldn’t forget that keeping in touch with your existing customers can take you a step closer to your desired results. Yes, but how do you do that? The answer is “follow-ups.” If a lead is not responding to your messages, it doesn’t necessarily mean they aren’t interested. They might need some follow-ups.
However, manual follow-ups can consume a lot of time. Consistently drafting and sending the same message could try out your staff and cause them to lose productivity. Instead, you can design a few templates and automate them. This keeps you engaged with the existing customers and may help you gauge their interests, issues, and needs for which they might be looking for a solution.
4. Email marketing
Crafting personalized emails for each prospect is a challenging task. With marketing automation tools, you can set up targeted email campaigns based on “customer behavior, demographics, and engagement metrics.” This saves time and makes sure that your communication is relevant and timely.
Only 50% personalization is enough for your sales emails. Beyond that, it might not help your email campaigns succeed. Therefore, you don’t have to work too hard on personalizing your emails. You can also customize it with automation!
All you have to do is add personalized elements to your email templates and automate the process. These days, email automation tools can also help you uncover valuable insights such as open rates, click-through rates, and many more. Hence, leverage your email campaigns through such tools and get ahead of your competitors!
5. Scheduling meetings
You may discover your leads and connect with them, but the real struggle is scheduling a sales meeting and getting them to decide. While doing so, you may contact them too often or appear pushy and annoying. So, automating your sessions is the best way to end such problems.
When you automate your meetings, your customers schedule an available slot from your calendars, and you can choose a time that works best for them. In this manner, you can smoothly conduct your meetings without intruding on your customers’ privacy.
Plus, automated meeting schedules can keep you updated with all the meetings during the sales process.
6. Deal management
Sales can be a heavy-touch process involving many phone conversations, face-to-face interactions, and email exchanges. Since your sales reps typically engage with more than one customer at a time, it can be difficult to maintain a clear view of every deal. But, with automation, you can record and keep track of all your calls, emails, meetings, and other customer interactions, which will eventually help you strike a good deal.
7. Reporting and analytics
Manual reporting is not only time-consuming but also prone to errors. You can implement automation for your reporting and analytics processes to generate real-time insights into your team’s performance. This allows for quicker decision-making and a more agile response to market changes.
In other words, embracing automation in inside sales is no longer a luxury but a necessity for staying competitive. By automating lead scoring, email campaigns, data management, appointment scheduling, social media monitoring, deal management, and customer onboarding, sales teams can operate more efficiently, allocate their time wisely, and ultimately close more deals.
As technology continues to evolve, businesses that invest in automation will be better positioned to adapt to the ever-changing landscape of inside sales. So, don’t wait – automate these seven processes as soon as possible and watch your inside sales team thrive.