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?
- Give Automation an Introduction
- Sales and Marketing Should Collaborate
- Learn From Your CRM
- Prepare for Machine Learning Capabilities
- Aptivio's Understanding of Preparing for Sales Automation
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.