For many managers, that’s just the way it goes – non-sales tasks are a necessary evil that must be completed in order to sell and maintain their sales process. But imagine how much more your reps could sell if they could dedicate their time to the tasks that really matter. You wouldn’t need to hire more reps to increase revenue if you could just make better use of the ones you have.
That sounds like a dream, right? For high-performance sales teams, it’s reality. The best sales managers have found a way to cut out those non-sales tasks and add time back to their agents’ day. And you can do the same, here’s how sales automation can benefit you and your team.
Sell at the Speed of Machines
Consider what happens when the average sales person hangs up the phone. For the next 10-15 minutes, they are focused on non-sales tasks, from logging the call to scheduling a follow-up. Today, sales automation is capable of handling each and every one of those tasks in the background, and in real-time, allowing the agent to jump straight into the next call. Automation adds hours to each agent’s day, giving them more time to focus on what matters: engaging with leads, prospects, and customers in a meaningful way.
Ensure Accuracy by Eliminating Error
In the digital age, information is power. Today, high performance teams study their own data to sell smarter, to act faster, and to answer those three crucial sales questions of who, when, and why. That information is useless, though, without data integrity. In handling repetitive, tedious tasks, automation eliminates human error, ensuring your data is accurate, consistent, and organized. No more updating the wrong field, entering the wrong value or simply forgetting to do it. That’s all taken care of.
Maximize ROI by Improving the Customer Experience
High-performance teams are also more productive because they are customer-centric. Technology has put the customer in charge of the buying process by making information more accessible. Successful sales organizations and agents have taken on a new role as guardians of the customer experience by combining the judgment of humans with the precision of machines. The buyers of today don’t want to be sold to – they can research products on their own – they want to be heard. Automate tedious tasks where machines excel, and allow your agents to dive deeper into understanding what the prospect really needs.
Keep Agents in a Rhythm with Call Cadences
Success in modern sales requires both consistency and dedication. Many managers have made a science of the best time, rate and method of contact to properly nurture and ultimately convert leads. They’ve even laid out organized schedules, or call cadences, for their agents to follow – when to reach out, what channel to use, and on and on. The problem is, these cadences are useless when agents don’t follow them. Automation technology handles or schedules all follow-up activity according to the set call cadence, meaning your agents can stay in rhythm without missing a step.
One equation every sales manager understands is that the shorter the sales cycle, the greater the number of potential customers that can be reached with the same staff. There is a hard limit to how drastically the sales cycle can be reduced, though, without the proper technology. If you dream of a sales cycle that allows your agents to focus on sales activity, then automation technology is the next thing to add to your sales stack.