What is Sales Automation & What types of Automation are available?
Sales Automation happens when a manual or recurring task executes with little human interaction. For example, setting a rule on your inbox to move all incoming correspondence from a certain address to a specific folder. You are the one telling your email what needs to happen, once, after that, the system takes over and executes.
In Sales, this happens through workflows and sequences that are set by the user, telling the system where to place each lead that enters the funnel.
Various options or types of automation are now available in the market to aid your Sales team along the way. Here are some of those:
- Email/Inbox automation
- Workflow automation
- Task and sequences automation
Let’s look at some of the most important features your Automation solution so come with.
Easy Setup and Integrations
This is important to the success of any automation solution. Make sure that it provides a wide array of integrations that bring power to your team. The more available integrations, the more likely they are to work with your current tools.
Each platform will have a set of available integrations at hand. Some providers will customize these integrations based on your business needs.
Another item that is vital for Integrations, is ease of implementation. That it be fast, easy to deploy and that adding other members of your team is simple.
Is this a good match for my current needs? tools? or process? are some of the questions you will need to answer. Be sure to bring your questions or concerns to your provider. Defining clear cost-benefit value.
Our team has worked with many productivity tools, CRMs, and SaaS providers. An area of difficulty with some of them is receiving real-time notifications, to stay on top of your business where it needs it the most. Make sure that notifications come with action, is there a need for a call, email or is this an update only?
Automation comes to solve for any gaps or human errors produced by overseeing tasks or follow-ups. In sales is critical to be ready for real opportunities. Real-time notifications will keep your team focused on what matters most.
In a perfect world, your automation solution will have custom notifications, allowing you to choose who sees them and how.
Team Performance Reporting - with Customizable Options
Are you managing a sales team? Think of your top performer. Think of your struggling performer. What is the difference between both? Do you need to run a series of reports just to find the reason between the performance gap?
The best automation tools will provide full visibility of your team's performance. See each member's pipeline, queue, and daily productivity, removing any need for guessing.
You want to be able to see individual reports, team reports, and custom reports specific to your sales strategy and planning. Think about every performance meeting you have been a part of. Have you been able to answer every question about your sales performance? How about your team?
Making sure that your reporting delivers valuable, transparent data translates to a powerful team. The ideal automation tool will allow you to manage your sales goals and your team's performance with the same precision.
Workflow Management and Playbook Builder
If you are a salesperson, you have dealt with various types of sales at a given time. Every sales team will focus on one or multiple lead scoring structures. Let's look at a simplified example:
Sales demo request
- Web Form submission
Schedule a meeting
- Social Media
Sales demo request
Each lead will have different intents, resulting in different actions for a particular member of your team. In this example, you would assign any lead that matches, to an inbound sales representative.
In the early stages of automation, workflows were introduced as a basic feature. Using lead scoring to determine what journey is the correct one to place your prospect, and build upon.
So far, pretty basic, right? Ok, now. Do you have a playbook?
What is a Sales Playbook?
A sales playbook is a collection of tactics or methods that characterize the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales.
Advanced automation enables or provides effective playbooks for increased probabilities of closing deals. Based on what works best for your product or service through tested insights.
Team Management and Task Assignment
In an ideal world, your team would not need management but, if that was the case, you would be out of a job, right?
The good news is that through Automation, managing a team is easier. Look for a solution that provides you with:
- Task assignment
- Schedules and time off
When your team has a clear path, you have the time for development and market penetration activities.
Automation allows you to come in on Monday morning and have your team, regardless of its size, ready to charge and close in less time. Imagine going into a performance review with a reduced preparation time. That is possible when you have all the available data at hand.
You can never ask too many questions, be sure to raise them up with any provider you are considering to improve your performance.
The perfect automation solution for you is out there. If you need additional information, our team of A.I.-Powered Sales Assistant executives are readily available to chat with you on the benefits of automation for your sales team. With Deeploop you have Automation with the A.I. added value to boost your team into the new Sales era.