Why Sales Automation?

While running a business, it's essential to work hard towards keeping customers engaged, prospecting new ones and following up on leads. How do you make sure you're on track and not missing out on a great sales opportunity?
If any of the above answers were a 'No', then its time you look at a Sales CRM as a business need rather than a want.
Here are some questions that should drive your sales process:
Is your contact roster well organized?
Do you know which of your contacts are prospects, leads, or buying customers?
Among your customers, how many times you interacted with them, are they happy with your product or looking for alternatives?
Among your prospects, do you know which ones regularly open your emails or click on your promotions?
Are they grouped into different lists to improve your outreach?
Are you missing regular follow-ups and losing out on prospective deals?

What is Sales Automation?

Account data updates, Sales records, Opportunities tracking, Sales-force tracking, trying to get a handle on all this information leaves most feeling overwhelmed.
These are mostly administrative and data entry tasks that Sales Reps, Managers, and Leaders have to do on a daily, weekly, or monthly basis. A Sales CRM can help in automating and streamlining these time-consuming and tedious manual tasks in the sales process so your sales team can focus less on admin and more on selling.
A majority of B2B companies, 65% as of last year, are increasing their budgets substantially to invest more in sales technology. More and more clients are using Sales CRMs to completely overhaul and streamline their sales processes. Technology is now virtually a competitive requirement and companies must invest in sales productivity solutions to stay in business.
Automating the sales pipeline is the most practical way to improve your sales results by giving your sales team the ability to focus on what they do best, 'selling'.

Challenges faced in automating sales processes

Complexity involved in moving from legacy systems
A lack of judgment in the transitory phase can cost dearly as the business processes and revenue can come to a standstill.
Lack of technical knowledge
A lot of end users for Sales automation tools are non-technical people. The result should always revolve around the users and the ease of use or the business is left with parallel processes that destroy productivity.
Poor Data Quality and Data Accuracy
Lack of quality data is also one of the biggest reasons why sales automation fails to bring in Returns on Investment. Having embedded intelligence features and seamless integration with data entry tools such as the excel and office suite help vastly improve data integrity.
Limited Organizational buy-in
Automating sales cannot happen in isolation and is an organizational change which requires buy-in from all the different departments. An effective and holistic sales automation strategy is mandatory for implementation success.

Return On Investment

Saved Time
Saved Time
The workload of an average sales rep is extremely high, and a great deal of their productive time is spent on pure admin tasks like scheduling appointments, logging calls and creating follow-up tasks.
Increased Productivity
Increased Productivity
CRM tools provide capabilities for automated customer communication. Intelligent chatbots and templates help to increase the staff's motivation and productivity.
Decreased Costs
Decreased Costs
Quicker management of routine tasks with automated tools reduces the risk of human error and reduces the workforce needed to manage such tasks.
Effective Decisions
Effective Decisions
CRM tools help sales reps to stay better informed about the leads and opportunities with a 360-degree customer profile. Automated import of customer-related data from extensive databases helps pave the way for better data-driven decisions.
Make the switch to Dynamics 365
Microsoft Dynamics 365 takes the stress of out of sales by making a smarter system that seamlessly connects your different business teams. It saves up to 75% of your sales team time spent in research, operations, customer support, raising invoices and sending proposals, all of which can be easily automated.