By Maria Waida
RavindraPanwar / Pixabay
As a busy sales rep, there is a lot you have to do every day if you want to hit that next benchmark. Between phone calls, emails, and team meetings, most of your time is taken up by important but repetitive tasks. Take stock of your everyday activities and consider how much time you could save just by automating one of the items on your to do list. With the help of the latest technology, you can save time and be more productive with these sales automation tactics.
Sales Automation #1: Lead Scoring
Any experienced sales professional will tell you that understanding how to evaluate and assess prospective clients is a big part of a winning business strategy. You could spend hours every week pouring over your CRM data trying to analyze trends, find patterns, and choose a direction for your next objective. Or, you could just automate it!
Cutting edge CRM programs now offer highly intuitive interfaces that will help you choose which potential customers to focus on the most. The feature, known as lead scoring, provides insight into your sales history by assigning a numerical value for each client profile. It will also automatically capture, analyze, and update this information in real-time.
Lead scoring is determined by full-funnel analytics, meaning your entire client history for every recorded sale is taken into consideration. These CRMs also include factors like demographic, firmographic, and channel inputs. An automatic scoring tool helps save time by allowing sales reps to focus on their highest value relationships based on real-time data.
The most advanced CRMs will also offer automatic visual reporting to go along with their lead assessments. Reporting is an incredibly valuable and often overlooked feature despite how helpful it has proven to be. You’ll get an overview of your past activities, deal loss reasons, forecast and so much more. These reports help sales employees further prioritize leads and communicate more effectively at any level.
Sales Automation #2: Communications
Another task you should consider for sales automation is client communications. We’re not suggesting you get a robot to talk to your customers (although artificial intelligence is a trend that’s here to stay) but there are some steps to the sales process that do not have to be accomplished manually any more.
These include automatic call dialing and email merge tags. These examples will save you just a few moments per client, but high volume sales teams will value how much time they can save over the course of a week, month, and quarter. It all adds up and, in sales, a little can go a long way to demolishing your goals and deadlines.
You can even use automated communication tracking. This includes tasks like saving text messages, phone call logging, and updating your appointment calendars. These small yet time-consuming tasks take your focus away from closing the sale by creating cumbersome activities that could cost you some important deals if the information failed to be saved properly.
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Source:: Business 2 Community