Sales Automation

The sales profession dominates the United States market, with about one in every 12 jobs being a sales position. But far too often, sales teams find themselves spending valuable time on monotonous tasks. Sales automation can streamline workflows so you can get back to closing deals, meeting quotas, and retaining customers.

Why is Sales Automation Needed?

At the heart of a successful sales process lies efficiency. This is particularly true when it comes to repetitive or time-consuming tasks that ultimately drive success and productivity. Robotic Process Automation (RPA) can help address pain from tasks that often take too long or suffer when accuracy is sacrificed for speed.

Automation clearly produces enhanced reliability and consistency. In addition, when incorporated into the sales ecosystem, it can answer core questions, such as:

What Are People Buying?

In sales, as in other economic disciplines, the trend is your friend. You can use automation to surface which products people are purchasing. You can also determine how much they’re comfortable paying.

What Does the Organization Need to Sell Next?

Identifying emerging products is straightforward when you automate the collection and correlation of sales data. In this way, the RPA process can pinpoint what people are purchasing and project where it is in its product lifecycle. Your organization can then decide if that product should be the one they produce next.

How Can Sales Better Push Key Products?

You can automate how you collect data regarding the success of key products. Then you can track their performance in the market. Ultimately, you can identify which campaigns are contributing to success — and which you may need to adjust or scrap.

How Is the Market Reacting to the Team’s Products or Those of the Competition?

Regardless of how well it seems a product has been produced, the market has the final say. Luckily, RPA can quantify their opinions. Bots can automatically glean sales data, click-through rates, time items spend in shopping carts, and rises or drops in market performance.

The First Steps in Implementing RPA

Sales automation begins with assessing the pain points for the team. In that sense, you don’t “lead” with automation. Rather, you lead with an engagement process that prioritizes the organization’s current challenges. Then your automation team proceeds to “backward-design” a solution that addresses those obstacles. The result is an intuitive solution with a low technical barrier.

Suppose a team has to compile many different reports from multiple systems before they can present insights to executives or clients. In that case, RPA can make that process quicker while empowering a non-invasive solution. eCapital Advisors can help you design an automation system that cuts your time gathering data from several hours or even days to seconds.

As an example, our automation team recently worked with a client to collect and correlate data in 20 separate reports across four systems. We then created, essentially, an “Easy” button. In a single click, the client can access and organize data, whereas before it could take hours to scrape it all together. From that data, the client derives insights to present at meetings in-house or to those with clients.

Sales automation can free up your team to invest their time in fostering genuine connections with target customers. It also provides them with data-based answers to their most pivotal questions. As a result, you can experience improved employee morale and consistency. To find out how automation can help take your sales team to the next level, connect with eCapital Advisors today.