Why should you automate your sales systems? Having a well-defined, organized, and automated sales system is an important part of your sales infrastructure. So, create automated systems to ensure that the leads you work so hard to generate don’t fall through the cracks. You can automate much of that work and eliminate many of the tedious tasks your sales team needs to do. Set them up properly and they can free your sales team to do what they do best. Have conversations and listen to prospects. Determine their needs, develop a solution, and close the sale. Set them up incorrectly and they will turn your prospects off and you’ll never hear from them again.
There are several areas where you can automate your sales systems.
- Entering leads into your CRM
- Scheduling meetings
- Generate drip email campaigns
- Activity logging
- Lead scoring
- Task management
Let’s look at each of them in a bit more detail. When a lead downloads something from your website or interacts with one of your posts, capture their information and automatically enter it into your CRM. Once they are in your CRM you can begin to market directly to them.
There are several apps you can link to your calendar to allow prospects to automatically book a consultation or demo. These systems allow you to block time, eliminate double booking, and the endless back and forth to schedule a meeting.
Once they are in your CRM you can generate drip email campaigns to nurture them along the sales process. These campaigns can have multiple branches. So as a lead moves through the process their next message is determined by their action from the last message.
Your CRM should automatically capture every interaction with each customer or prospect. It should create a task that is dependent on what action the prospect took last. You can also set up periodic personalized messages to each customer after the sale. This ensures that they stay involved with your company.
Each new lead can generate a score based on the criteria that you set. This assigns a value to their likelihood of making a purchase. Now your sales team can focus their efforts on those leads that are most likely to become customers.
And as your prospects move through your sales process the system can create tasks and functions based on their behavior. When they do this, your system does that. Eliminating the repetitive administrative tasks your team has to perform frees up their time to focus on closing sales. Automation allows them to see at a glance where each prospect is in the process and determine the next step.
Which tasks should not be automated?
The first and most obvious is building a relationship with the prospect. There is no substitute for a one-to-one conversation to learn about the prospect. What are their pain points? Are they a good fit for your products or services? Making a human connection. People buy from other people that they know and trust. And one-to-one conversations between people is the best way to build trust. . Automation is great until it begins to get in the way of human contact.
Automated sales systems help with repetitive administrative tasks that are time-consuming and don’t require human interaction. Start with a completely manual system so you can learn which parts of your sales system work with automation and which are best left manual. Your automation should help your sales team function more efficiently and it should be invisible to your prospects. If it’s getting in the way of good communication, take a step back and re-evaluate what you are automating.
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