The sales process automation is one of the crucial requirements of a successful business, but it has much broader consequences. A sales pipeline can give you valuable insights into the needs and behavior of your customers, so you should seize the opportunity to maximize the efficiency of the sales team.
The only way to do this is by analyzing the current position and understanding the future directions. Unfortunately, most pipelines don’t operate with, complete, accurate, or fresh data. In the abundance of customer touchpoints, it’s easy to forget about the importance of data accumulation and quality, particularly if your agents have to enter it manually.
However, there is a way out of the problem as you can exploit the potential of sales automation in a variety of different ways. In this post, we will show you three reasons to automate sales procedures and make your pipeline much more productive.
1. Use the Power of Automated Pipeline Forecasting
Forecasting is incredibly significant for a company because it gives sales teams a tangible goal to target and achieve. These objectives can range anywhere from weekly to annual targets, allowing you to monitor progress both short and long-term.
Smart companies use CRM software such as Hubspot or Salesforce, but most of them struggle to create accurate forecasts because they don’t have precise inputs. The problem is that sales agents spend their time sealing deals, which leaves little to no room for daily data entries. In such circumstances, CRM can’t be utilized at full capacity.
This is where automation steps in to save the day. Using automation, you can ensure time-saving and straightforward data entry procedures, thus keeping your CRM tool much more precise and up to date.
A easy and effective way to have data automatically synced with your CRM is using PieSync. This tool enables you to create personalized flows of contact and lead data between your CRM and different business applications you are using.
During the last year, CRMs expanding on the use of AI-powered bots that data mines audio conversations and finds relevant information that the rep needs, without the rep having to write it down or spend time entering it. The system can detect and predict tasks on its own, making transcripts and summaries during your meetings. The bot can recognize keywords and understand the context of a meeting, not allowing any details to go unnoticed.
2. Use Automation to Find Upselling and Cross-Selling Opportunities
Upselling and cross-selling are essential business techniques that earned a fresh boost with the emergence of automation tools. According to the report, it’s 68% more expensive to acquire $1 from a new customer than it is to upsell to the existing client.
How come? Well, it happens because you already established a relationship with the customer, so it’s easier to figure out his future needs and requirements. It’s a matter of knowledge and analysis – you just need to utilize the database and approach the right consumer at the right moment.
For instance, a customer may have asked you about free shipping possibility, but your sales reps don’t have a clue about it. If they knew something, they could’ve offered him to buy an extra item and avoid shipping costs.
It used to be almost impossible to acquire information about each client individually in the real-time environment, but things have changed. With automated sales pipelines, and 2-way sync solutions, you can create accurate and comprehensive customer profiles, thus enabling agents to learn more about their prospects before addressing them.
Paul Miller, a sales specialist at Best Essays, explains it concisely: “No matter what type of CRM software you’re using, you can integrate it with all sales apps and tools to get all-encompassing client reports. That way, it’s much easier to design new offers and create more upselling and cross-selling opportunities.”
3. Automation Helps Optimizing and Increasing Renewals
Renewals are just as crucial for the success of your business as upselling and cross-selling opportunities. However, most sales reps are having a hard time trying to figure out which clients are likely to come back if they give them an additional push.
We bet you already guessed the solution by now: yes, it is called automation. Some sales agents consider AI to be too sophisticated to comprehend, but it’s actually built on the principles of simplicity and intuitiveness. You can easily use AI-based tools to obtain meaningful customer information from the pipeline database.
The system creates comprehensive compilations about the subsequent renewals, including details from all tools and apps you are currently using. After that, the entire data package is sent to the special AI platform. These tools are able to explore customer information from different points of view, so it can come up with practical tips and renewal recommendations.
The entire sales team receives the same report, which means all members can act uniformly in relation to the specific client. It’s the state of the art optimization model that can drastically increase your renewal percentage, improving the business profitability in the long run.
Sales pipeline automation for improved results and forecasting
Sales business has evolved drastically in the last decade, allowing companies to automate much of the processes and work more effectively. If you want to embrace the same model, you should quit the manual pipeline management and eliminate boring administrative operations.
This post gave you three ideas on how to automate your sales to improve the overall quality of the business. Feel free to give them a try – we are sure it will open new boundaries and make your sales much more productive.