CRM Adoption: The Importance of Sales Force Automation

by Lukas Bena
30/07/2012
15:37
(0)
Does your sales process have repetitive and routine tasks? This is an opportunity to improve your sales through automation of these tasks to help your sales force to concentrate on customers, reduce their frustration and minimize mistakes.
 

Welcome to the next part of our series focused on CRM adoption. These articles are aimed for businesses of various sizes and complexity in order to help them to adopt their customer-focused solution with minimum concern.

When talking about routine business tasks, we mean all activities and interactions in the pipeline for each contact and account. If (some of) the sales processes can be automatized, why wouldn’t you take advantage of it?

Take the opportunity to reduce the burden for sales personnel and prevent errors.

Why is sales force automation important? In particular, it helps to reduce the burden for sales personnel and to prevent any errors. The success of every sales lead depends on proper timing. Sometimes, it’s just bad timing that eventually causes mistakes in execution. Members of the sales team are usually very busy and sometimes they miss the right moment when it comes to follow-up, order management, distribution, monitoring or reporting something – but this unnecessary loss could be prevented by deploying a good CRM system with sales force automation.

Members of the sales team are usually very
busy and sometimes they miss the right moment.

Based on the data inserted by users, CRM system learns which steps follow other steps and when it is the right time to take them. As a result, all necessary steps are automatically entered into calendars and sales personnel are reminded to take these steps without the risk of forgetting something important. In addition, sales force automation ensures that sales efforts are not duplicated, reducing the risk of irritating customers with repeated messages.

Sales personnel are reminded to take the steps without the risk
of forgetting something important.

Sales force automation gives you the opportunity to optimize your sales efforts and consequently reduces inefficiencies, shortens sales cycles, increases win rates and achieves real-time insight, which is essential for monitoring and reporting as well as evaluating sales performance and predicting its future development.

Also, please read the previous part of our series to get more information about the importance of sales management.
Share:
Comments
Blog post currently doesn't have any comments.
Leave comment



 Security code