What’s the best way to improve the efficiency of your business and make it more profitable? Streamlining your processes might be one answer, whereas someone else might say employing more staff is the route to greater efficiency – let each staff member focus on an individual task and they will work more effectively.
Of course, these ideas may work, but there’s a much simpler way. Automate those repetitive business tasks that need performing regularly!
What can sales force automation software do?
As a concept, sales force automation software can lift your business to the next level. Gone are the boring monotonous tasks that nobody looks forward to doing, giving the sales team the time to focus on making sales.
The sales process itself is also made easier, as customer information is available at the touch of a button and many next steps are automatically set up.
If you are in the middle of getting a sales force automation software for yourself, take a pause and create a checklist of the following features. This will help you to find the best software for your business.
1. Automated Customer Management
From the moment a potential customer lands on your website, the sales force automation software can begin to gather information about them. Tracking the products they look at and the path they take through your website, an outline profile can be built.
This means that when they enter their email address into a form on the site, they can immediately be sent the most relevant information to them. This will be in the form of an email that is automatically generated by the software, including content and items that will directly relate to their interests.
If they click links in the email, this information will also be added to their profile, and further messages may be sent. As the process continues, a more complete picture of their wants and need can be built up.
Eventually, the customer may make their decision and buy a product or service from you. Alternatively, they may need to speak to a salesperson. They can either request this, or the software will calculate the optimum time for a human being to get in touch.
If that’s the case, the sales force automation software will integrate with a task system for the sales team.
2. Automated Scheduling
This means that a time to call or email the potential customer is added to the list of tasks that the sales team refer to daily. This can be a task list that is for the team as a whole, or perhaps for an individual salesperson.
As some team members may have more specific knowledge about certain items than others, the software can be configured to book the contact for the most appropriate team member. Better still, when the salesperson gets in touch, they won’t be going in blind – they’ll have the automatically-built profile to refer to, enhancing their ability to speak on a level the customer will appreciate.
Follow up calls or meetings can also be automatically scheduled based on either the salesperson’s response or the needs of the customer.
3. Automated Lead Prioritization
As this process continues with multiple customers, it will become clear that certain factors affect the likelihood of making a sale. If a customer ticks all the boxes, they will be the most likely person to decide to buy from your company.
The software can rate and rank every lead you have based on how they have interacted with the automated system and the salespeople, giving a lead score. The higher the score, the more ready the person is to buy.
This allows the sales team to focus on the customers who are most likely to buy, ensuring cash flow continues and working on the harder customers when the sales figures are already up.
4. Automating Teams in the Field
When the sales team are on the road, they will have meetings scheduled that they need to get to on time. Rather than having to chase each team member individually, their location can be checked on remotely through sales force automation software.
This gives managers peace of mind, knowing that their team is where it should be. Of course, you may find they’re not where they should be – it then becomes a simple task to contact them to find out what the situation is.
It’s much easier to check up on them this way than it is to have to contact every team member to find out where they are.
Similarly, when they leave their meeting, you can know that they have gone, and also receive notes from the meeting automatically. You won’t have to wonder about the outcome of a meeting ever again.
Further, conflicting appointments are avoided by smart scheduling – if a meeting is already booked, another one cannot be added for the same time for the same team member.
On the rare occasion where this might have happened in the past, you’ll know the kind of issues that it causes. This is a simple way to avoid any further problems in the future.
5. Automated Reports
The bane of any salesperson’s life is putting together and providing reports to the management team. By simply automating the process, the salesperson can get on with selling while the managers get every piece of information they need.
Emails can be sent to the manager automatically, scheduled as convenient, to keep them informed on sales figures, sales projections, and the status of leads within the sales process.
It may be the least glamorous part of the job for the sales team, but it is vital information for the manager to plan and plot a course for future success. If figures are down, action needs to be taken. If the sales process is shown to be having no new additional leads, something needs to be done to make sure sales will keep coming in.
As it doesn’t directly involve selling or interaction with a potential customer, this information is often considered secondary for the salesperson. With sales force automation software, they don’t need to worry about it at all, as everything is done for them.
They can concentrate on selling, the managers can concentrate on managing, and the business can turn a profit more easily than ever before.
Looking for a tool that comes with all the above features and can automate your sales force completely? Give LeadSquared a try!