According to Salesforce’s State of Sales, Third Edition report, sales reps only spend 34 percent of their time actually selling. The sales reps who were surveyed claim they spend too much time on unrelated tasks—managing emails, logging activities, inputting sales data, finding the right person to contact, and creating follow-up tasks—tasks that could, and should, be automated. In this post, we’ll cover ten benefits of Salesforce workflow automation.
- Automation increases competitive advantage. CRMs with tools for sales force workflow automation can help businesses increase sales by up to 29 percent, sales productivity by up to 34 percent, and forecast accuracy by 42 percent. If you haven’t adopted workflow and process automation for your sales team, you may be falling behind those competitors who focus their highly trained and skilled sales teams on selling, not administrative tasks.
- Automating processes not only speeds up the tasks, but it also guarantees more reliable information. By eliminating manual data entry, you save your reps time on data entry and eliminate human error, ensuring more accurate, consistent, and complete information in your database. Plus, it costs less per hour for software to complete menial tasks than paying your sales reps to do them.
- When lead handling exists across departments such as marketing and sales, automation guarantees the right information gets to the right people at the right time. For example, when a lead comes in from marketing efforts, automation ensures that lead is correctly routed to sales based on a set of criteria, preventing it from falling through the cracks. For Salesforce CRM users, you can seamlessly combine Salesforce marketing automation with Salesvue.
- It streamlines activities across your sales team. If everyone is performing the same processes in the same way, you are better able to compare your sales team’s individual performances. With an apples-to-apples comparison, sales managers can identify the rockstars and those who may need further training.
- Automation provides step-by-step action, so no part of a process is accidentally (or intentionally) skipped. New salespeople who are not familiar with a particular part of the process may be tempted to skip steps that they shouldn’t. For example, they may fast forward to pricing discussion before they have shown the value of their products and services. Automation adds structure and accountability for your sales team and leads to a higher win rate and an overall shorter sales cycle.
- It gives sales managers visibility into workflows and tasks, so they know where the lead is in the funnel and buying journey. If a lead goes unassigned, not called, or any other number of activities aren’t completed, the sales manager can make adjustments to the sales process or workflow.
- While capturing measurable and actionable data, automation creates consistent results and outcomes for activities that allow sales managers to make informed decisions. A streamlined sales process amongst team members lets a sales manager introduce other variables to see what gets the most conversions. For example, they can see how many phone calls it takes for a conversion, what the best time of the day to call is, and which campaigns perform best.
- Implementing change is easier to manage. Automation increases the speed and efficiency of making changes within the entire organization because you can make changes universally. There is no need to schedule or work in phases for each department to implement a change.
- It improves the onboarding and training process for new hires. For example, sales managers can automate activities that route prospect information along with scripts and instructions to provide a clear road map for new sales reps to be up and selling on day one.
- Automation makes it easy to implement best practices. Sales managers can A/B test and compare results from different processes to see what works best for their team at any point in time, and then automate the winning process.
Subscribe to Funnel Vision
Get the latest and greatest right in your inbox