Sales Automation

The centerpiece of any sales automation platform is the Customer Relationship Management (CRM) tool, which helps organize, track, and nurture leads. When this crucial sales backbone is managed automatically with minimal human intervention (and errors), it brings massive benefits:

Automated Activity Logging – All non-sales activities, such as logging emails and phone calls, are done automatically and are also visible to all managers and stakeholders for future reference. No more manually recording menial administrative actions.

Automated Record Creation – Leads come in all sizes and introduction points. They can visit your website, meet you at a conference, or respond to outbound activity (i.e – email campaigns). Sales automation software can immediately generate customer profile records when these things happen.

Automated Communication – Sales emails and personal email sequences can now be automated and sent at predetermined interval. Schedule meetings, have personalized follow up, and nurture relationships – just by letting the software run.

Automated Lead Management – Automate assignment of leads so you never have to have salespeople lobbying sales managers about the “system being unfair”.

Automated Guidance – Salespeople don’t tend to be the most organized. Automated reminders ensure that important tasks are completed at the right time. This is great for new team members.

On top of all these features, Sales Automation creates the consistency that’s necessary for a team to accurately measure the health of their sales funnel and make improvements. Here are just a few of the measurable insights Sales Automation can provide for you. No matter if you have a massive sales team or just one person obsessing over sales, they can get the information bigger and better firms are tracking to optimize their success:

Sales KPIs – CEO (and Senior Management), Head of Sales
Total revenue, Market penetration, Net Promoter Score (NPS), Average lifetime value (LTV), Revenue by territory/market, YoY growth

Activity Sales Metrics – Head of Sales, Sales Reps
Number of made calls and sent emails, Number of conversations, Number of demos, Number of scheduled meetings

Outreach Sales Metrics – Head of Sales, SDRs
I.e. Email sales metrics (open, response, and engagement rates), Phone sales metrics (call-backs, prospects who move ahead), Social media metrics
Channel Sales Metrics – Head of Sales, Sales Devs, Account Managers
Partner performance (revenue, margin, average deal size), Partner customers stats (retention rate, average cross-sell and upsell rate)

Sales Productivity Metrics – Account Managers, Customer Success
Time spent on selling, Time spent on manual data entry, Time spent on content, Average number of sales tool used daily

All in all, automating the sales activities provides your WHOLE team the opportunity to focus on what they do best – selling.