Sales Automation Process: What Is Sales Automation? [+4 Benefits]

Does your team spend too much time on tedious tasks and not enough time engaging prospects? If so, it’s time to set up a sales automation process to help you expedite the sales process for your business. Sales automation will help you improve your sales process and allow your team to spend more time turning prospects into clients.

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On this page, we’ll discuss the sales automation process, four benefits of using this technology, and how you can automate your sales process to earn more conversions for your business.

If you want to learn more about how sales automation can help your business, contact us online or call us today at 888-601-5359 to speak with a strategist about how our sales automation software, MarketingCloudFX, can make your sales process more manageable.

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What is sales automation?

Sales automation is the process of streamlining manual, time-consuming tasks in the sales process. Your sales team spends time every day pulling information on clients, figuring out which leads to call first, and entering data into your system. These tasks take up valuable time that your sales team could use to build better relationships with your prospects.

When you invest in the sales automation process, your team can focus on building better relationships with your clients. You can automate daily, weekly, and monthly tasks to let your team spend their time on important to-dos. Sales automation software helps improve sales results, too.

Since your team can spend more time getting to know your clients and selling them on your products, you lose fewer leads and earn more revenue. Sales automation improves efficiency and accuracy to help your team work more effectively and improve your sales cycle so you can learn how to close more sales.

4 benefits of sales automation

When you invest in the sales automation process, you will reap numerous benefits for your business. Let’s take a look at four benefits of sales automation.

1. Sales automation helps your team focus on critical tasks

Sales automation helps your team stay focused on earning sales. Instead of focusing their time and energy on data entry or compiling information, they spend more time talking with clients, selling your products, or making deals. When you invest in sales automation, you can create daily to-do lists for your sales team to help them stay focused.

It ensures that your team spends their time completing tasks essential to your business. This process automation also ensures that your team doesn’t miss out on leads or opportunities due to disorganization.

2. Sales automation helps you score leads to focus on the most valuable ones

When your sales team gets leads, how do they prioritize which ones to contact first? If you’re still relying on alphabetical lists as the order for your sales team to call prospects, you’re missing an opportunity to engage the most interested leads. Sales automation enables you to create a lead scoring system where you can rank leads based on their likelihood of converting.

When you prioritize leads based on their chance to turn into a sale, your sales team can focus more on leads ready to convert. By investing in sales automation, your sales team can focus on nurturing more qualified leads through lead scoring.

3. Sales automation allows you to track calls

Your sales team handles dozens of calls in a day. These phone calls provide your sales team with the opportunity to engage potential clients and answer their questions. With sales automation, you can record these calls to learn more about your audience.

You can use a call tracker program, like CallTrackerFX, to record your phone calls and document common questions. By documenting these questions, you can create content on your blog or website to answer those questions before leads call. It allows your business to educate potential clients and help them learn more about your company and products.

It also helps you obtain leads closer to conversion. If people can get all the information they need from your site, they’re more likely to call when they’re closer to conversion. They won’t be calling as often for simple questions when the information is on your website.

4. Sales automation helps you find the right content

When your sales team tries to close deals, they often send or share content that showcases why your business is the right fit for a potential client’s needs. A big problem with this process, however, is finding the right content. Your sales reps spend valuable time trying to dig around and find relevant content to send.

With the sales automation process, your sales tool can learn which content or message works best with specific audiences. This feature is one of the most significant benefits of sales automation because it helps put the right content at your fingertips. It will automatically generate the best content so your sales team can deliver it to your prospects.

5 ways your company can use sales automation

If you’re ready to start making sales automation a part of your sales process, check out these five ways to integrate sales automation into your day-to-day.

1. Use sales automation to schedule calls and meetings

Your sales team spends a reasonable amount of time trying to set up meetings or calls with your clients. It requires an abundance of back-and-forth time to set up the right time to meet. When you spend this much time trying to arrange a meeting, you risk your prospects losing interest in your business.

It can also drive them to connect with a competitor instead, especially if that competitor is more efficient with their scheduling. To avoid losing your clients’ interest, you can use sales automation to schedule meetings. These sales automation tools enable you to quickly select the day and time slots you’re available to meet with a client.

You send those open dates and times to your prospects, and they can choose which slot works best for them. With this sales automation process, you can prevent back-and-forth communication and help your team schedule meetings more effectively.

2. Use sales automation to learn more about your leads

If you want to know how to do sales automation, start by using it to learn more about your prospects. Sales reps can spend hours compiling information about prospects to help them earn conversions. Instead of wasting time trying to find information, you can use sales automation to expedite the process.

The sales automation process allows you to compile all the information you need about your prospects. It will automatically pull information, whether it’s social profiles or company information, to help you get a well-rounded picture of your lead. Your sales team will have all the information they need to get to know your leads and sell to them effectively.

3. Use sales automation to expedite the email process

Sales automation is beneficial for sending emails. Your sales reps can spend hours composing emails for your leads.  Sales automation can help your sales team create emails quicker so they can spend more time talking with prospects. The biggest challenge with email marketing is creating personalized emails.

You don’t want to send a blanket email to your audience. It’s essential to send customized emails to engage your audience and get them interested in your business. When you’re learning how to do sales automation, you’ll find that you can automate your email campaigns and still deliver personalized emails for your prospects.

Email automation allows you to speed up the process and send the right message at the right time. You can automate many types of emails, including:

• Welcome emails
• Follow-up emails
• Demo invite emails
• Reminder emails
• Thank you emails

These are emails that your sales reps send to almost all clients. It takes a good chunk of their time up when they could be engaging prospects in another way. Automating the process allows your reps to send these emails faster.

You can use email templates to help expedite the process. You’ll still want to personalize the template to make it unique for different members of your audience. Pre-made emails, however, will help expedite the process.

You can make a template for each type of email you send. With programs like EmailMarketingFX, you can easily, create, send, and monitor all your emails in one place. You can create your email templates and personalize them for your audience, then watch the emails to see how your clients interact with them.

4. Use sales automation to prioritize leads

As you learn more about how to do sales automation, you’ll find that it’s a valuable asset for prioritizing leads. Lead scoring is a great way to help you focus on the leads that are most valuable for your business. You want to focus on people who take valuable actions that indicate they might convert.

Some examples of conversion-worthy activities include:

• Watching a video
• Visiting a specific page, like a service page
• Spending a long time on pages
• Submitting a contact form
• Downloading guides or information

You can use these actions to score leads and determine their interest in your business. If a lead has a higher score, they’re more likely to convert. Your sales team can focus their time and energy on these leads instead of leads that have a lower score and chance of becoming a client.

Let’s say you have two people you think are interested in your business. Person A has watched three videos, checked out your pricing page, and signed up for a free guide. Person B opened your email but didn’t engage beyond that point.

Which person do you think is more interested in your business? In this case, Person A is a more valuable lead than Person B because they’re engaging with your business more. They will have a higher lead score based on these engagements, too.

Let’s say you stuck to your normal alphabetical process of calling. You end up calling Person B because they’re first alphabetically. Person A is further down your list alphabetically, so you end up spending more time with Person B, who isn’t as far in the sales cycle, and lose Person A as a sale for your company.

By using lead scoring, you ensure you’re focusing on leads with the most interest in your business and the highest potential of becoming a client.

5. Use sales automation to manage daily tasks

Sales automation is an excellent opportunity for you to manage daily tasks for your business. Your team won’t need to worry about spending time on tasks that eat up too much of your sales reps’ time. You can automate tasks like data entry, scheduling, and organizing leads for calling.

It helps make your sales team more efficient and effective for your business.

Invest in building your sales automation process today

The sales automation process will help you create a more efficient sales team. You’ll help them stay focused on interacting and engaging prospects to turn them into clients for your business. If you want to learn how you can get the sales automation process started, contact us online or call us today at 888-601-5359 to speak with a strategist about how our sales automation software, MarketingCloudFX, can help you grow your business.