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What Is Sales Automation?

Sales automation refers to a software tool that automates routine manual sales tasks, thereby enhancing efficiency

Any sales professional will tell you that there are a number of repetitive tasks in the overall sales process. These tasks are unavoidable to keep the sales cycle running smoothly. These tasks differ according to hierarchy within the sales team.

Not only are these tasks time-consuming and repetitive in nature, they can also be potentially boring. Moreover, they tend to drain the time, efficiency, and energy of all the team members. While these tasks are important and crucial to the sales process, not all of them require human interaction.

With a powerful sales automation software tool, all of these time-consuming tasks may be triggered by a certain event and made to run daily, weekly, or even monthly, so cumulatively, it saves you time, energy, and increases your efficiency, also allowing you to focus on other core tasks such as personalized customer interaction, qualifying and nurturing leads, and generally improving the sales process. Moreover, this has a direct effect on the revenue generated by the sales team. Finally, and very importantly, the scope of human error is fully eliminated by sales automation engines.

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Improved lead management and nurturing




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Increase efficiency and productivity

How sales automation accelerates growth

It is evident that repetitive tasks that are manually performed every day eat into the sales team's productivity and time, thereby diverting their energies from actual core sales activities. This, in turn, leads to reduced sales and conversion rates. With sales automation software, businesses can eliminate this wastage of resources and help your sales team to get back on track and plan strategies and implement them, instead of performing repetitive tasks.

Benefits of Sales Automation Software

Automated distribution of leads

Assign leads automatically, based on geographical attributes, product type, source, or a mix of similar criteria, by setting up rules. Moreover, automatic re-assigning of leads to different sales team members is also possible, if no action has been taken for the lead within a set time frame.

Automated tasks & alerts setup

Alert salespeople and create tasks for them by setting up automated rules based on important events e.g. Alert a sales representative and initiate a follow-up task if a lead spends longer than 2 minutes on the company's pricing page.

Automated notification for team managers

Send out a notification to the sales managers automatically in the event of an important sales activity or inaction on a salesperson’s part e.g. Notifying the manager when a positive sales interaction has taken place but there have been no follow-up on the lead since the last 14 days.

Automated reassignment of missed calls

Missing a couple of sales calls is not unusual at times, considering that your salespeople are busy. EngageBay's sales automation software captures all missed calls as leads, and automatically re-assigns them to another sales representative in a looping pattern, or based on rules you define.

Automated prioritization of leads

Assigning higher quality scores to leads with specific attributes is possible by setting up relevant rules. This combination of quality score and lead activity scoring is helpful for dynamically creating lists of leads that should be followed up with, on priority, enhancing your overall team efficiency.

Automated sales reports

Get your sales reports delivered to your inbox at your preferred frequency. You can opt to receive multiple reports such as task completion reports, revenue targets, sales performance, reports about funnel status, etc.

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Frequently Asked Questions

Got Questions? We are here to answer them

While one may find an overlap in many of the features and functions of sales automation software and customer management software (CRM), the main element of difference between them is where they fit in, into the sales process. Basically, CRM software manages all the information and the historical data of contacts inclusive of customer interaction since the beginning, while sales automation software automates and optimizes the overall sales process, making the work of the sales team easier.

The importance of the different features of sales automation software is entirely dependent on a business's needs. Nevertheless, some of the most widely-used features include:

All those tasks in the sales process that are repetitive may be automated through sales automation software. This includes, but not restricted to important activities such as sending emails to customers and scheduling meetings. Some other processes include:

It must be understood that small businesses are continuously exposed to severe competition. By investing in sales automation software, these businesses can stay ahead of the game at all times by enhancing the productivity of their team members. While minor tasks such as following-up with customers and responding to leads are crucial, they can also be highly time-consuming. The automating of the sales process systems takes the drain away from your employees’ time so they may direct their focus on activities that result in higher conversion rates.

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