The Complete Guide to Preparing Sales Automation

By Aptivio | Updated July 27th, 2020

Use this guide to prepare your business for sales automation as you navigate through the different stages of adopting this new sales practice. Autonomous sales prospecting and other automation tools can maximize your CRM investment so begin with a good start and learn how to best prepare.

What's inside this article:

What is Sales Automation?

To make sure we're all on the same page, let's start with defining sales automation. Simply put, it's the mechanization of the repetitive and time-consuming tasks that salespeople regularly do in their work. This can include lead scoring or automating communication, scheduling, and research. For the full explanation of sales automation types and benefits, read The Ultimate Guide to Sales Automation__(https://aptiv.io/the-ultimate-guide-to-sales-automation).

Give Automation an Introduction

The first recommendation to prepare your business for sales automation is to introduce the idea to your team. Discussions about automation can quickly turn to artificial intelligence and people will always have questions or possible concerns. Have an open mind and be curious about what the salespeople have to say. Bring up suggestions about different automation tools, including intelligent market monitors that perform autonomous sales prospecting.

Identify Repetitive Tasks to Automate

After meeting with the team, there will be a lot of input about what sales automation can do to improve workflows. Use this blog post about the best types of sales automation to get a full understanding of what tools are available. Then, identify which sales tasks make most sense to automate. This should be the monotonous duties that don't require the human qualities only salespeople possess.

Sales and Marketing Should Collaborate

Lead scoring probably came up in the list of ways to automate. It's an efficient way to quickly figure out which leads are most likely to convert to clients. To prepare for it, collaborate with both the sales and marketing departments to gain their respective insights. There is more to say about the benefits of lead scoring, which you can read to learn more about.

Decide What Communication Can Be Automated

Another common automation option that may benefit your sales team is automating communication. Preparing for this type of automation is easy—just remember to identify what should be done with a digital tool and what should be done by salespeople. For example, email follow-ups can easily be prepared and sent out at designated stages of the sales process using automation. Supplemental tools can also create digital sales playbooks that help salespeople know what and when to communicate with clients.

Automated Scheduling Is Easier for Everyone

Similar to communication automation, scheduling can be a time-consuming task that automation can streamline. Appointment organization tools can send out schedules to prospects and quickly arrange a meeting. This type of automation probably doesn't need much preparation because it's a common tool in many CRMs. To make these automation tools more efficient, pair it withintelligent market monitors that offer pipeline situational awareness to know when there's something worth meeting about.

Automated Research Helps With Overwhelming Data

Another option that might have come up in your team conversation is research. There is overwhelming amounts of knowledge to search through for a single salesperson alone, so automated research can intelligently gather the relevant information instead. To prepare for this kind of automation, choose the best tools to help you. Using a service that processes billions of data points can be a good starting point.

Learn From Your CRM

As mentioned for automated scheduling, your CRM is key to preparing your business for sales automation. So start with looking into which automation tools are already available to you. And reference this guide to learn more about sales automation and CRMs.

Salesforce Offers Automation Options

Salesforce is a CRM that offers several automation features in its products. Since your team discussed and identified which tasks can be automated, now you can see which services fit these needs. Match Salesforce with a digital sales playbook to really get the most out of automation. Together, you will be transforming your CRM into a digital sales machine.

Automate Sales With Oracle CRM

Oracle CRM On Demand Sales is another system that embeds automation into its services. When preparing your business for sales automation, you'll want to make sure that any additional tools you add to your CRM, like autonomous sales prospecting, will also seamlessly integrate.

Know What Tools Are Available in MS Dynamics

For MS Dynamics users, the same is true. Know what automation tools they offer and you'll be more prepared for automating the sales process. No matter which system you use, stay up to date with which services are currently available with your CRM. This ensures that you're always prepared with the latest automation tools that can maximize your CRM investment.

Instant Automation With HubSpot

Rounding out the list of CRMs is HubSpot. Like the others, it provides automation features directly in its products. By knowing what's available, you'll know if you need any other digital tools like an intelligent market monitor that just as easily integrates with your system.

Prepare for Machine Learning Capabilities

Once you learn which automation tools are available in your CRM, the next step in preparing is realizing machine learning's potential. Many automation tools are powered by artificial intelligence. For digital tools with active learning features, the more you use it, the more efficient it becomes. So prepare to use these tools consistently to take advantage of its unique qualities.

Reassess Your Automations and Adjust Accordingly

This preparation recommendation is actually for after automation becomes a regular part of the sales process for your team. The key to using sales automation is to maintain its efficiency by regularly reassessing its performance and adjusting accordingly. Following the guidelines of this sales automation post, these tools should always end up elevating the sales experience for the customer. Continue to ask this question in your sales automation adoption.

Automation Is Happening Across Sectors

There are some final considerations in preparing your business for sales automation that concern industry type. The tools your team chooses may differ depending on the industry, but there's no type of business that wouldn't benefit from automation. And certain automation tools work for several types of industries, including enterprise software or asset management. Reports of non-tech businesses using artificial intelligence are becoming more common, so preparing for automation remains a top priority across sectors.

Know Your Automation Focus

Businesses in software will want to focus on growth opportunities when preparing for sales automation. In addition to the standard automation tools, market monitors that work with CRMs can create intelligent profiles of target leads by leveraging all relevant information sources.

CRM Extensions Can Help You

Since business advisory firms are focusing on increasing sales and solving client problems, preparing for automation can mean having a compelling model for growth. Again, one of the best extensions for CRMs and typical automation tools are autonomous sales prospecting solutions that make it possible for salespeople to close with all the information needed. So think about which tools are best equipped to help make decisions when preparing for sales automation.

The Ultimate Goal Is Your Guide

Corporate banking is particularly interested in signals, opportunities, and risks. These are relevant considerations when preparing teams for sales automation. It comes back to the first conversation to be had when preparing for automation and identifying which tasks to start with. Whatever the teams' ultimate goal is should remain the guiding principle in preparing for automation.

Your Priorities Will Influence Preparations

Market research might be the top priority for asset management teams looking to integrate sales automation practices. This is a relevant factor to remember when preparing your business for automation because it will influence which tools are most applicable to your team. For finance investment, consider an intelligent market monitor that uses a signal processing engine to do alternate data market research.

Prepare for the Future of Work

Preparing your business for sales automation is a critical first step for the future of work. This blog post captures how two profound trends may be reshaping industries for years to come. Between the rising rate of artificial intelligence and the emergence of APIs as foundational to cloud computing development, we can safely assume that automation and similar practices are here to stay.

Aptivio's Understanding of Preparing for Sales Automation

Sales automation means making smart choices about the tools our business use. We at Aptivio understand what it means to use automation to improve productivity and performance. Aptivio uses billions of company behavior data points to determine the best sales indicators for opportunities and risks. Opportunity assessment like this is one of the most influential types of enhanced sales automation that can be integrated into your CRM.

Our Intelligent Market Monitor for Sales creates a simple dynamic digital sales playbook. It can separate the important signals from the noise and discover the complex relationships in markets that would otherwise be missed. Ready to learn more? Get started for FREE today!

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