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 instead of closing deals, meeting quotas, and retaining customers. This is where automation comes into play.
Why Robotic Process Automation Is Needed in Sales
At the heart of a successful sales process lies efficiency, particularly when it comes to the repetitive or time-consuming tasks that ultimately drive success and productivity. Robotic Process Automation (RPA) can help address pain points regarding tasks that often take too long or suffer when accuracy is sacrificed for speed.
Automation not only produces enhanced reliability and consistency, but 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 the products people are purchasing, as well as 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 their 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. In addition to tracking their performance in the market, you can identify which marketing campaigns are contributing to their 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, and RPA can quantify their opinions. Sales data, click-through rates, time items spend in shopping carts, and rises or drops in market performance can all be automatically gleaned with bots.
The First Steps in Implementing RPA
Automation begins with assessing the pain points of the sales 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, resulting in an intuitive solution with a low technical barrier.
For example, suppose a team has to compile many different reports from different systems before they can present insights to executives or a client. In that case, RPA can make that process quicker while empowering a non-invasive solution. eCapital did just that when they designed an automation system that cut the time a sales team took to gather the data it needed from several hours or even days to seconds.
The team had to collect and correlate data housed in 20 separate reports living in four different systems. After identifying this pain point, eCapital came up with a solution that was, essentially, an “Easy” button. With a single click, the team could collect and organize all this data, cutting down on the hours it would normally take to scrape it all together. They could then use it to derive insights that could be presented at in-house meetings or to those with clients.
Automation can free up your sales team to invest their time and energy in fostering genuine connections with target customers while also giving them 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.