I’m going to make a bold statement: there has never been a better time to be in sales. Not so long ago, salespeople had to spend more than half of their time on tedious tasks like taking notes, logging calls and prioritizing leads. But sales force automation technology now enables reps to spend more time than ever doing what they really want to do: selling to qualified leads!
Over the last couple years, I’ve been lucky enough to collaborate with some of the world’s top experts in sales technology. I want to share with you some of the ways that top inside sales experts are increasing productivity, pipeline and revenue by automating sales processes.
Here are 12 sales processes that can – and should – be automated:
Inside sales reps usually send a lot of emails. Email templates can still save reps a lot of time. Since I’m a fan of personalizing sales emails, I tend to use a combination of templates with personalized messaging. By using semi-personalized templates I’ve been able to cut my email time in half.
Years ago, I remember working as a sales rep at another company having to manually dial all of my leads. Talk about carpal tunnel syndrome! With the right tools, you can dial leads directly from your CRM with one click. According to the Bridge Group, technology that automates dialing can help reps dial 40% more leads daily.
The average sales rep spends 25 hours a month just leaving voicemail messages. But with voicemail automation tools, leaving a perfectly recorded voicemail can be as simple as clicking a button. This can save reps hours! A team of 20 reps could save up to 500 hours by using voicemail automation software.
Taking notes after calls can really make a dent in reps’ selling time. Yet it’s vital to keep an accurate record of call outcomes. There are tools that can save reps a lot of time by automatically logging call outcomes (known as dispositions) in Salesforce. This can help managers to gain a deeper view of how reps are performing as well as the quality of certain lead lists. There are tools that can either automatically log dispositions or enable reps to quickly select dispositions from a list after calls.
When it comes to sales calls, call logging should not be optional. With the right sales force automation tool, every outbound and inbound call can be logged in your CRM automatically, saving reps the hassle of having to log calls manually.
Matching Leads with Reps
When I was selling at another company, we had no way of knowing why leads were calling. I had to spend a lot of time transferring inbound callers to the right product specialist. But with an intelligent routing engine, callers can automatically be matched with the best available rep based on time of day, reps’ skills and other factors.
Dialing from Local Numbers
Local Presence is a feature that enables reps to automatically dial leads from a number where the area code matches that of the lead. This can dramatically lift call connection rates and enable reps to spend more time talking to key decision makers. Software Advice released this study which shows a 400% increase in call connections by using Local Presence.
Creating Follow-Up Tasks in Salesforce
In B2B sales, many calls require follow-up tasks. Sometimes it’s contacting a lead’s supervisor, other times, it’s sending a product deck. Without logging necessary follow-up tasks in your CRM, important tasks might slip through the cracks (and deals will be lost as a result). Using a tool to automatically log tasks can not only save reps time but help managers ensure that deals are getting moved forward.
Selecting Relevant Content
The right content can help to quickly close deals. But sales reps don’t always know which content is most relevant. Luckily, this process can be automated. There are tools that learn which content/messaging works with specific situations and then pushes proven content to salespeople at the moment they need it most. Tools can be used to match content based on a variety of factors, including industry, persona, stage, geo-location and more.
Delivering Call Scripts/Talking Points
A sales acceleration system can provide reps with intelligent call scripts or talking points with inbound calls that directly relate to the lead’s referral source. For example, if a lead calls after clicking on an ad for app hosting, reps could be provided with a list of current app hosting packages and promotions.
Creating Tailored Slide Presentations
In B2B sales, there’s not always a one-size-fits-all sales presentation. But putting together tailored slide-decks can be incredibly time consuming. One way to save time and drive results is to use a tool that automatically assembles slides proven for specific sales situations.
Providing Reps with Contextual Prospect Data
If a telephony platform integrates with your CRM, call tracking and marketing automation platforms, it’s possible to automatically provide reps with a wealth of contextual sales data that can help them close deals. This can include a lead’s marketing referral source, buying history, past communication, social media feeds, company news and a lot more.
Interested in learning more ways that sales acceleration technology can help your inside sales team close more revenue? Check out our Sales Acceleration Buyer’s Guide for an in-depth insider look at how sales tools can revolutionize your business.