Hearing about salesforce, many people confuse it with the Salesforce Company. However, SalesForce is a top customer relationship management (CRM) platform, which is used for sales force automation.
Here, in this article, we will cover SalesForce as a whole, including its benefits, sales activities that can be automated, and types of all sales automation tools.
Let us first learn what sales force automation is.
SalesForce Automation is a function that automates different sales processes with the help of software tools. It is a part of the CRM system, which is specifically designed to automate select sales tasks. Notably, sales force automation and CRM are not the same. A CRM is a tool that is used to support sales and marketing efforts. Further, it is used to track buyer journeys, provide customer support, identify revenue opportunities, and more. In other words, CRM software tracks, organize and nurtures leads and customers. Not every function of a CRM includes automation of tasks, though automation tools are usually available for certain tasks. The job of a sales force automation tool is strictly to automate tasks.
Benefits of Sales Force Automation
Precisely, the cost of acquiring new customers is usually high when companies use outdated processes to manage their sales channels. Further, the sales person have to log in to different tools, including marketing software, to track the status of their reach with a potential customer. Notably, sales force automation is a part of that technology, which makes sales easier. It saves time and streamlines sales processes. Furthermore, it has several other benefits including,
- Increases Accuracy: The more times users perform a task, the more opportunities they have to make a mistake. Do something once or twice, such as setting up an email sequence, and then copy it over to the next campaign once satisfied with it. Automating the campaign helps in saving the manual repetition and reducing the chance of errors.
- Allows sales team making better use of their time: Since the sales team won’t be spending as much time writing out emails and performing mundane tasks, they can focus more on the essential parts of their job with sales force automation tools.
- Ensures no lead is forgotten: Leads can fall through the cracks when they are being tracked manually with spreadsheets, calendars, or anything other than a CRM or sales force automation tool. Precisely automation tools help ensure all your leads are accounted for.
- Fosters smart sales forecasts: Smart sales forecasting analyzes past sales records, checks the current sales database and, along with opportunities, it gives the sales team insight into upcoming opportunities. In addition, sales force automation enables to get better leads from the existing customers by analyzing their past sales patterns and generating custom campaigns.
- Boost employee engagement and retention: Salespeople often feel more productive with sales force automation, which contributes to job satisfaction.
- Reduces cost of workforce resources: Automating and streamlining repetitive tasks saves sales reps time and, as a result, reduces overhead.
- Allows quick response: When a lead fills out a form on the website and has to wait to be contacted by a sales rep, they might get impatient with the lag time. With sales force automation, leads can be contacted instantly.
Types of Sales Activities that Require Automation
If an automation tool can do a task as well as or better than a human could do the task manually, you should automate the task. Using one integrated sales force automation tool instead of multiple tools is ideal if your budget allows it. Here are some of the sales activities that sales force automation technology can automate:
- Lead nurture emails with workflows
- Data entry such as product name and price
- Research on leads
- Lead prioritization
- Call logging
- Appointment scheduling
- Call routing to the right sales reps
- Calculations of the cost of acquiring new customers
Source – Business news daily