Everything You Need to Know About Sales Automation

Sales automation has become a staple in the business world. When used correctly, AI technology and automation tools can improve efficiency at every level, whether nurturing leads, communicating with customers, sending invoices, or generating forecasts and analytical reports.

If you’re interested in learning more about the benefits of sales automation, you’ve come to the right place. We’ll explore what sales automation is, why it’s important, and how it can help your business. Keep reading to learn more.

Key Takeaways:

  • Sales automation eliminates repetitive manual tasks so employees can dedicate their time to more profitable, efficient business activities.
  • Adding sales automation to your business creates a positive impact on every stage of the sales funnel, from lead generation and awareness to post-purchase customer loyalty.
  • Businesses use sales automation tools for a variety of responsibilities, including prospects, customer care, email marketing, upselling and cross-selling, scheduling, invoicing, forecasting, analytics and reporting, training and onboarding, and workflow health monitoring.

What is Sales Automation and Why Does It Matter?

Sales automation leverages software, artificial intelligence (AI), and other digital tools to reduce the amount of tedious and time-consuming manual tasks in the sales process. 

In the past, and even still today, using AI to automate jobs can raise some eyebrows and spark debates about technology making jobs obsolete. But do your employees really need to be wasting time on repetitive tasks like scheduling meetings, manually dialing numbers on a cold-call list, exporting data for reports, creating invoices by hand, and other tedious activities?

Sales automation isn’t here to replace human jobs. Instead, these automated tools make business tasks faster and more efficient so your employees can spend their valuable time on more important activities such as talking to prospects, helping customers, brainstorming new marketing campaigns, and more. Using AI and other tools cuts down on human errors and improves efficiency. It boosts your bottom line and frees up your employees to be more productive.

How Does Sales Automation Work? 10 Benefits That Sales Automation Tools Bring to Your Business

Sales automation does more than just help businesses make sales. It impacts the entire sales funnel from prospecting to customer loyalty, impacting the efficiency of your marketing, product development, sales, ecommerce, customer care, and finance teams. About a third of all sales tasks can be automated.

Here are ten ways sales automation works to improve your business:

1. Lead Generation, Scoring, and Nurturing 

The majority of surveyed marketers cite increasing lead generation (61%) and lead nurturing (57%) as the top two priorities for sales automation.

Sales automation marketing goals and statistics

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Automation helps businesses succeed at every stage of the sales funnel:

  • Awareness: Create lead magnets, engaging content, funnel-driven landing pages, etc.
  • Consideration: Schedule meetings, email campaigns, send follow-ups, etc.
  • Decision: Share product demos, schedule free consultations, boost average order value, etc.

AI takes a systematic approach to generate new prospects, boost your sales team’s cold-calling strategy, and improve your lead qualification process to weed out weak leads that are unlikely to convert. 

2. Customer Experience 

A customer relationship management (CRM) tool is the pinnacle of sales automation. Not only does sales automation easily communicate basic information to customers through the use of chatbots, phone prompts, and automatic email responses, but it can also analyze consumer touchpoints in the customer’s journey to ensure the best possible experience.

Automation boosts response times and closes communication gaps to eliminate the chances of customer messages falling through the cracks and going unanswered. All communication, from phone calls to emails to social media comments, is in one place for easy and efficient management.

3. Email Marketing 

Adding sales automation tools to your email marketing campaign elevates this essential platform to new potential. Your team has access to visually appealing templates for easier content creation. AI analyzes consumer behavior to create a smart, customized workflow that sends relevant emails to your customers at the most opportune time when they’re most likely to open and read the message.

Follow-up analytics provide your marketing team with valuable insights to understand open rates, click-through rates (CTRs), and unsubscribe rates so they can measure the success of their email marketing campaigns.

4. Upselling and Cross-Selling 

AI takes a strategic, data-driven approach to increase the average order value (AOV). Sales automation helps ecommerce teams analyze consumer behavior on the website and recommend similar products or bundled deals, influencing customers to add more to their cart than they would if they never saw those custom-tailored recommendations.

5. Task Scheduling

Whether it’s a prospect scheduling time to speak with a sales representative or an internal meeting between team members, automation tools have revolutionized the way employees manage their calendars.

Sales automation helps to ensure efficient time management with no overlapping meetings. It also sends out reminders to keep employees on schedule and ensure they never miss another meeting with a lead, client, shareholder, or team member.

6. Invoicing 

Why spend time creating manual invoices that are prone to human error? Sales automation can do it for you. Automatically generate and send invoices on time without ever forgetting to collect payment for your products, subscriptions, or other services.

7. Sales Forecasting 

Forecasting for product development, inventory, and sales has been a longtime challenge for businesses. Adding AI to your market research creates more accurate forecasting to help your business plan accordingly for seasonal trends and challenges. Reduce storage costs by managing a smaller, more efficient inventory.

8. Analytics and Reporting 

Sales automation tools can monitor insights in real-time and generate reports. This invaluable data can help your team analyze industry trends, determine the success or failure of marketing campaigns, understand audience demographics, optimize the customer’s journey, identify potential pain points where the sales funnel is hemorrhaging leads, and more. AI-backed analytics help businesses make informed, data-driven decisions.

9. Training and Onboarding 

Sales automation enables managers to create a thorough, repeatable training program that can scale up with company growth. Interactive, intuitive tools ensure a consistent training and onboarding experience so your employees are knowledgeable and ready to be productive.

10. Workflow Health Monitoring 

Is your team operating at peak efficiency? Sales automation analyzes workflow health to create a smooth, optimized system for collaboration and communication between team members. Automation allows different teams to work together in one unified place where they can easily share data and coordinate tasks across departments to create a seamless experience across the sales chain.

Examples of how sales automation works in the sale chain

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Invest in Sales Automation for the Future of Your Business

At Televerde, we understand the importance of providing top-notch service at every stage of the sales funnel and customer journey. We use an “infinity loop” sales automation approach to unify marketing, sales, and customer care in a seamless omnichannel experience. Request a consultation to learn more about how we can help your business invest in sales automation.

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