Companies around the world would agree that the sales cycle has started to become longer and unpredictable.
It’s no more about just cold-calling or sending cold emails to prospects. The sales rep has to adopt multiple strategies to guide a prospect through the buyer’s journey and convert them.
The entire process now involves so many activities that the sales reps spend nearly two-thirds of their time on non-revenue generating activities. Only 35% of their time is spent on selling activities.
That’s why companies have started encouraging sales reps to use automation tools.
One of the commonly used automation tools is Sales Force Automation (SFA). Sales reps use sales force automation tools to automate various tasks and gain real-time clearer insights into inventory control, processes, customer tracking, sales funnel, sales forecasts, leads, etc.
However, it also helps in solving some of the common inefficiencies that sales reps face daily.
How Sales Force Automation Fixes Sales Inefficiencies
- Build a robust sales pipeline
A sales pipeline requires the sales rep to identify the target accounts or target customers, research about them, plan outreach strategies, and nudge further the sales funnel to convert them into customers. Ideally, the entire process is planned visually so the sales rep can find out at what stage the prospects are present and determine how quickly the deal can be closed. However, most sales reps struggle to build a sales pipeline. They do not have a real-time view of the sales pipeline. They lose sight of the number of deals open, closed, the deal size, etc. Sometimes the numbers are not updated in the pipeline, which could mislead the sales team.
How to fix it? Sales Force Automation solution can automatically alert the sales teams every time the prospect moves from one stage to another. This gives the sales reps a real-time view of the prospect’s status and allows them to take the next step towards converting them. It helps them to close deals fast.
2. Automates the sales process
As stated earlier, sales teams tend to spend a major chunk of their time on non-crucial tasks such as updating the contact lists, sending introductory and follow-up emails to people in the contact list. This gives them very less time to focus on crucial activities. Sometimes the sales reps get so caught up with these non-crucial tasks that they forget to send draft proposals, quotes, etc. to customers on time and lose them to competitors.
How to fix it? Sales Force Automation solution helps in automating non-crucial sales tasks. For example, it can send an automatic follow-up email to the prospect if they have not opened the first email. It also enables the team to create and manage sales templates and draft proposals. So, any time a prospect reaches out for a proposal, the sales rep has just to use the template, modify it, and send it to them. This way, the rep can save time on creating proposals from scratch. Sales Force Automation also sends automated reminders and alerts to the sales team to ensure that they take the right step at the right time while converting the prospect into a customer.
3. Improves the accuracy of data
One of the primary reasons for low sales is inaccurate data. According to a Salesforce report, spreadsheets contain 90% of undetected errors.
This inaccuracy could be due to manual processing of data, errors, or gaps in updating details, or not so well-defined sales process. All these shortcomings prove to be a challenge for the sales team. Even a minor error in name or contact details could break the trust with prospects and customers. Wrong data also leads to wrong sales forecasts and mistrust within the company and various stakeholders. Automation is the only way to fix these problems.
How to fix it? Sales Force Automation solution can help sales teams to eliminate any scope for human errors. The sales teams can build automation to fill basic details such as new contact records, update existing records, etc. The workflows can be automated in a manner where one automation triggers another, and the data is consistent and easy for the sales rep to use.
4. Improves sales forecasting
Sales forecasting is crucial for the company’s growth. It shows how much revenue a company would generate from forecasting. Hence, the data need to be accurate. Even a single misplaced digit could misrepresent the sales forecast. With manual processes and legacy tools such as Excel spreadsheets, sales reps are bound to make errors in forecasting. To add to the woes, they spend 5+ extra hours on data retrieval and correcting miscalculated data. Unfortunately, 75% of companies rely on spreadsheets for forecasting.
How to fix it? That’s why the Sales Force Automation solution is so important for forecasting. With Sales Force Automation, the sales teams can track the past sales records, view the current sales numbers in real-time, identify trends, and find ways to get more leads. It truly helps in improving the sales forecast analysis.
5. Accelerates the decision-making process
Cliché as it might sound; one needs updated data to make the right business decisions. When the data is not real-time, companies miss out on some new market opportunities that could have led them to more growth. These delays could be due to multiple reasons ranging from lack of synchronization in collecting data from disparate systems to limited accessibility to update the data.
How to fix it? Using Sales Force Automation, all real-time data of customers is available in a centralized platform that can be viewed by all stakeholders to understand customer preferences, their pain points, and come up with data-backed solutions to grow their business. Sales Force Automation helps companies to remove all guesswork from their decision-making process.
Sales Force Automation is no longer a nice-to-have tool; it has become mandatory for improving the company’s sales process.
Kloudq offers companies a Sales Force Automation solution called KloudBeat that helps companies in tracking and managing end-to-end sales operations efficiently so they can stay on top of changing trends and leverage it to build innovative offerings.