Sales force automation is meant to prevent duplicate efforts between a salesperson and a customer. Sales automation software is an integrated application of customizable sales tools that can be used to automate and streamline the sales cycle. Sales automation functionality might include automated sales activities, forecasting, pipeline management, and tracking of customer interactions. Effective sales automation software allows companies to analyse the entire sales cycle.
To successfully execute sales strategy and drive sales force effectiveness, organizations must optimize sales channels, set reasonable budgets and equitable sales quotas, and align individual objectives with company objectives. It improves sales effectiveness by creating, deploying, and supporting sales mobility, customer relationship management, collaboration, and sales enablement applications designed to improve efficiency, performance, and productivity of sales strategies.
IMPORTANCE OF SALES AUTOMATION
In today’s hyper-competitive business world, sales automation has become increasingly important. Sales automation tools can eliminate many of the essential, but time-consuming, manual tasks that eat up valuable selling time. Sales process automation comes with a number of other benefits including:
- Prioritization of sales tasks:Automatic lead rank assignment means sales reps will spend their time with the highest quality leads. Cold leads and hot opportunities can be easily sifted through while representatives will also have access to factors such as overall deal value and the probability of a deal closing.
- More accurate forecasting:Sales automation software provides companies with the tools to accurately calculate forecasts based on opportunities, quotes, and orders.
- Improved up-selling and cross-selling: The best sales automation systems help representatives to gain a greater understanding of their customers by providing access to customer demographics, order history, and other important customer metrics. With the availability of this information, representatives are better positioned and more likely to up-sell or cross-sell as more targeted campaigns are rolled-out.
- Informed sales coaching:With sales automation software, sales managers are kept up to date with each sales representatives activities including opportunities, sales figures, and customer contact histories. With this information sales managers can pinpoint the areas that underperforming reps should refocus their time around.