[[{"@context":"http:\/\/schema.org","@type":"Article","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article","articleBody":"Are you empowering your sales organization to overcome challenges, connect with prospects, and win business? Do you have the agility and flexibility to adapt to rapidly changing market conditions?\nAccording to a McKinsey and Company study, many business leaders aren\u2019t aware or haven\u2019t taken advantage of sales automation benefits, which are growing across a range of use cases.\nSales automation solutions provide three strategic benefits:\n Provide a holistic view of the customer \n Increase sales productivity and effectiveness \n Optimize sales processes \n \nLet\u2019s explore the purpose of modern sales automation and how advanced technology is helping sales teams become more agile and effective.\n \nShow me the way: How guided selling helps seal more deals\n The modern B2B sales process is dynamic and fast-paced. Through guided selling, businesses can empower their sellers to engage more effectively with customers and win more deals. \nSales automation benefits: A far cry from traditional CRM\nIt\u2019s important to understand the difference between today\u2019s sales automation technology and traditional CRM. Traditional CRM solutions were designed to help organizations capture and manage customer data, but there\u2019s a lot more to customer relationships and selling than data alone.\nThe manual nature of data entry into the CRM wound up hurting sales performance and reduced CRM adoption. In turn, that created new problems: Poor sales experiences, sales rep attrition, and bad customer data making its way into the CRM. The true folly of traditional CRM was the unusable nature of CRM data. Frankly, legacy CRM solutions failed to provide actionable insights to the individuals who needed them most, like sales reps and sales managers.\nModern sales automation, on the other hand, is designed to help organizations automate and connect critical sales processes from lead to cash, enabling customer-centricity throughout the sales process. This improves the experience for the seller and customer alike.\nPreviously laborious administrative and reporting tasks are streamlined through connected data, so sellers can really focus on what matters: engaging with customers, building customer relationships and helping drive revenue growth. Simply put, they can focus on selling and delivering customer value.\nEffective sales automation solutions help organizations streamline and optimize:\nForecasting\nPipeline management\nLead management\nOpportunity management\nActivity tracking (calls, emails and support tickets)\nVisit routing for field sales\nReporting and analytics (win rate, close rate, conversion rate, renewal rate and more)\nResource allocation and talent management\nComplete customer view, empowered sellers\u00a0\nWithout sales automation, sales reps can waste precious time trying to track, reconcile, and correlate historical customer data only to find that the outcome of their labor is unusable. Bad data, disjointed data, incomplete data\u2026 the list goes on.\nNot to mention the activities and touchpoints that might be missed during this tedious process. How can they manage what they can\u2019t see, let alone understand? With sales automation benefits, organizations can empower sellers with a holistic view of every customer. They can understand where customers are in their journey, where they\u2019re coming from, and what their intent most likely is. Sellers can view all customer touch points and gather the right insights at the right moment.\nBy deeply understanding buyers, sales reps can engage with them strategically. They can make every interaction count, build strong relationships, and capitalize on opportunities.\nMore sales, more $$$$\nAs manual tasks are reduced with sales automation, sales reps can spend more time growing the relationships while helping drive revenue growth.\nMoreover, a modern sales automation solution leverages artificial intelligence (AI) to provide recommendations and activity guidance. It can also prioritize leads and opportunities based on intelligent scoring and provide forecast intelligence and visual pipeline analysis. Armed with this insight, sales reps can become the trusted advisors customers need. By focusing on the right opportunities and by better managing sales pipelines or forecasting sales more accurately, organizations can boost sales effectiveness to increase deal velocity and win rates.\n \nThe sales process audit: 7 magic questions to ask (and answer)\n A sales process, like every other machine, needs maintenance. Learn how to conduct a sales process audit to understand your weaknesses and strengths. \nMeasure and optimize\u00a0\nHow can you act when you can\u2019t measure? With a modern sales automation solution, sales teams can access critical insights to take action in real time. They can seamlessly drill down into problem areas and access the underlying data or transaction, both online and offline.\nFor example, sales managers no longer have to harangue sales reps to find out the true status of a deal; they have the objective data to determine whether a deal is in trouble. This can help them take next steps to remedy the situation.\nWith interactive dashboards, organizations can optimize sales processes, better support sales teams, simplify the reporting process, reduce administration time and increase close sales rates.\nThe multiplier effect: Benefits of sales automation\nOne thing that we\u2019ve learned over the past year, is that organizations need to embrace technology and better enable their people in order to be more resilient, responsive, and successful.\nAccording to McKinsey and Company, leading companies are adopting automation as a key driver of cost efficiency and increased sales.\nYou can multiple the benefits of a sales automation solution by connecting and combining it with a customer service management solution. When sales and service teams can collaborate and have access to the same view of the customer, they can both help achieve better business outcomes. Customer service teams can help drive new product sales and increase service contract sales. This is what I like to call a multiplier effect!\nBy embracing sales automation, organizations reap multiple benefits: Customers will have better experiences, sales reps are more engaged, and sales will soar.\nIt\u2019s not your father\u2019s CRM. Find out who\u2019s leading the CRM revolution HERE.","author":{"@type":"Person","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_Person","image":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_Person_ImageObject","url":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/04\/Isabel-Pic-150x150.jpeg"},"name":"Isabel Mora","sameAs":["https:\/\/twitter.com\/Icmora","https:\/\/www.linkedin.com\/in\/icmora\/"],"url":"https:\/\/www.the-future-of-commerce.com\/contributor\/isabel-mora\/"},"dateModified":"2021-09-24T18:09:43+00:00","datePublished":"2021-06-21T05:02:03+00:00","description":"Sales automation benefits include optimized sales processes that boost the bottom line and holistic views of the customer, for starters.","headline":"Sales automation benefits: Better data, more sales, higher profits","image":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_ImageObject","height":"630","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2021\/06\/SalesAuto_1200x375-1200x630.jpg","width":"1200"},"mainEntityOfPage":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/","name":"Sales automation benefits: Better data, more sales, higher profits","publisher":{"@type":"Organization","@id":"https:\/\/www.the-future-of-commerce.com\/","additionalType":"https:\/\/www.wikidata.org\/wiki\/Q1193236","description":"Relevant, timely information & analysis on commerce trends, both consumer-facing and B2B.","logo":{"@type":"ImageObject","@id":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/themes\/hybris_foc\/assets\/images\/layout\/logo-new-2x.png?_=1","height":"96","url":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/themes\/hybris_foc\/assets\/images\/layout\/logo-new-2x.png?_=1","width":"500"},"name":"The Future of Customer Engagement and Experience","sameAs":["https:\/\/podcasts.apple.com\/us\/podcast\/a-call-for-a-better-experience\/id1479742201","https:\/\/twitter.com\/FutureOfCEC","https:\/\/www.linkedin.com\/groups\/4844282","https:\/\/www.the-future-of-commerce.com\/feed\/"],"url":"https:\/\/www.the-future-of-commerce.com\/"},"url":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article"},{"@type":["Article"],"@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article","@context":{"@vocab":"http:\/\/schema.org\/","kg":"http:\/\/g.co\/kg"},"url":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/","publisher":[{"@id":"https:\/\/www.the-future-of-commerce.com\/"}],"author":[{"@type":"Person","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_author_Person","image":[{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_author_Person_image_ImageObject","url":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/uploads\/2020\/04\/Isabel-Pic-150x150.jpeg"}],"sameAs":["https:\/\/twitter.com\/Icmora","https:\/\/www.linkedin.com\/in\/icmora\/\nhttps:\/\/twitter.com\/Icmora"],"url":"https:\/\/www.the-future-of-commerce.com\/contributor\/isabel-mora\/","name":"https:\/\/www.the-future-of-commerce.com\/contributor\/isabel-mora\/"}],"subjectOf":[{"@type":"FAQPage","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_subjectOf_FAQPage","mainEntity":[{"@type":"Question","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity0","name":"Sales automation benefits: A far cry from traditional CRM","acceptedAnswer":[{"@type":"Answer","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity0_acceptedAnswer_Answer","text":"It\u2019s important to understand the difference between today\u2019s sales automation technology and traditional CRM<\/a>. Traditional CRM solutions were designed to help organizations capture and manage customer data, but there\u2019s a lot more to customer relationships and selling than data alone.The manual nature of data entry into the CRM wound up hurting sales performance and reduced CRM adoption. In turn, that created new problems: Poor sales experiences<\/a>, sales rep attrition, and bad customer data making its way into the CRM.Modern sales automation, on the other hand, is designed to help organizations automate and connect critical sales processes from lead to cash, enabling customer-centricity throughout the sales process. This improves the experience for the seller and customer alike.Previously laborious administrative and reporting tasks are streamlined through connected data, so sellers can really focus on what matters: engaging with customers, building customer relationships and helping drive revenue growth. Simply put, they can focus on selling and delivering customer value.Effective sales automation solutions help organizations streamline and optimize:\nForecasting<\/li>\nPipeline management<\/li>\nLead management<\/li>\nOpportunity management<\/li>\nActivity tracking (calls, emails and support tickets)<\/li>\nVisit routing for field sales<\/li>\nReporting and analytics (win rate, close rate, conversion rate, renewal rate and more)<\/li>\nResource allocation and talent management<\/li>\n"}]},{"@type":"Question","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity1","name":"Complete customer view, empowered sellers ","acceptedAnswer":[{"@type":"Answer","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity1_acceptedAnswer_Answer","text":"Without sales automation, sales reps can waste precious time trying to track, reconcile, and correlate historical customer data only to find that the outcome of their labor is unusable. Bad data, disjointed data, incomplete data\u2026 the list goes on.Not to mention the activities and touchpoints that might be missed during this tedious process. How can they manage what they can\u2019t see, let alone understand?By deeply understanding buyers, sales reps can engage with them strategically. They can make every interaction count, build strong relationships, and capitalize on opportunities."}]},{"@type":"Question","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity2","name":"More sales, more $$$$","acceptedAnswer":[{"@type":"Answer","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity2_acceptedAnswer_Answer","text":"As manual tasks are reduced with sales automation, sales reps can spend more time growing the relationships while helping drive revenue growth.Moreover, a modern sales automation solution leverages artificial intelligence (AI) to provide recommendations and activity guidance. It can also prioritize leads and opportunities based on intelligent scoring and provide forecast intelligence and visual pipeline analysis. Armed with this insight, sales reps can become the trusted advisors customers need."}]},{"@type":"Question","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity3","name":"Measure and optimize ","acceptedAnswer":[{"@type":"Answer","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity3_acceptedAnswer_Answer","text":"How can you act when you can\u2019t measure?For example, sales managers no longer have to harangue sales reps to find out the true status of a deal; they have the objective data to determine whether a deal is in trouble. This can help them take next steps to remedy the situation.With interactive dashboards, organizations can optimize sales processes, better support sales teams, simplify the reporting process, reduce administration time and increase close sales rates."}]},{"@type":"Question","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity4","name":"The multiplier effect: Benefits of sales automation","acceptedAnswer":[{"@type":"Answer","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#subjectOf_FAQPage_mainEntity4_acceptedAnswer_Answer","text":"One thing that we\u2019ve learned over the past year, is that organizations need to embrace technology and better enable their people in order to be more resilient, responsive, and successful.According to McKinsey and Company, leading companies are adopting automation as a key driver of cost efficiency and increased sales.You can multiple the benefits of a sales automation solution by connecting and combining it with a customer service management solution.By embracing sales automation, organizations reap multiple benefits: Customers will have better experiences, sales reps are more engaged, and sales will soar."}]}]}],"image":[{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#Article_image_ImageObject","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2021\/06\/SalesAuto_1200x375-1200x630.jpg","width":"1200","height":"630"}],"mainEntityOfPage":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/","articleBody":"\n Are you empowering your sales organization to overcome challenges, connect with prospects, and win business? Do you have the agility and flexibility to adapt to rapidly changing market conditions?\nAccording to a McKinsey and Company study, many business leaders aren\u2019t aware or haven\u2019t taken advantage of sales automation benefits, which are growing across a range of use cases.\nSales automation solutions provide three strategic benefits:\n\n\n\n\nProvide a holistic view of the customer\n\n\nIncrease sales productivity and effectiveness\n\n\nOptimize sales processes\n\n\n\n\nLet\u2019s explore the purpose of modern sales automation and how advanced technology is helping sales teams become more agile and effective.\n\n \n Show me the way: How guided selling helps seal more deals\n \n \n The modern B2B sales process is dynamic and fast-paced. Through guided selling, businesses can empower their sellers to engage more effectively with customers and win more deals.\n \n \n\nSales automation benefits: A far cry from traditional CRM\nIt\u2019s important to understand the difference between today\u2019s sales automation technology and traditional CRM. Traditional CRM solutions were designed to help organizations capture and manage customer data, but there\u2019s a lot more to customer relationships and selling than data alone.\nThe manual nature of data entry into the CRM wound up hurting sales performance and reduced CRM adoption. In turn, that created new problems: Poor sales experiences, sales rep attrition, and bad customer data making its way into the CRM.\nThe true folly of traditional CRM was the unusable nature of CRM data. Frankly, legacy CRM solutions failed to provide actionable insights to the individuals who needed them most, like sales reps and sales managers.\nModern sales automation, on the other hand, is designed to help organizations automate and connect critical sales processes from lead to cash, enabling customer-centricity throughout the sales process. This improves the experience for the seller and customer alike.\nPreviously laborious administrative and reporting tasks are streamlined through connected data, so sellers can really focus on what matters: engaging with customers, building customer relationships and helping drive revenue growth. Simply put, they can focus on selling and delivering customer value.\nEffective sales automation solutions help organizations streamline and optimize:\n\nForecasting\nPipeline management\nLead management\nOpportunity management\nActivity tracking (calls, emails and support tickets)\nVisit routing for field sales\nReporting and analytics (win rate, close rate, conversion rate, renewal rate and more)\nResource allocation and talent management\n\nComplete customer view, empowered sellers \nWithout sales automation, sales reps can waste precious time trying to track, reconcile, and correlate historical customer data only to find that the outcome of their labor is unusable. Bad data, disjointed data, incomplete data\u2026 the list goes on.\nNot to mention the activities and touchpoints that might be missed during this tedious process. How can they manage what they can\u2019t see, let alone understand?\nWith sales automation benefits, organizations can empower sellers with a holistic view of every customer. They can understand where customers are in their journey, where they\u2019re coming from, and what their intent most likely is. Sellers can view all customer touch points and gather the right insights at the right moment.\nBy deeply understanding buyers, sales reps can engage with them strategically. They can make every interaction count, build strong relationships, and capitalize on opportunities.\nMore sales, more $$$$\nAs manual tasks are reduced with sales automation, sales reps can spend more time growing the relationships while helping drive revenue growth.\nMoreover, a modern sales automation solution leverages artificial intelligence (AI) to provide recommendations and activity guidance. It can also prioritize leads and opportunities based on intelligent scoring and provide forecast intelligence and visual pipeline analysis. Armed with this insight, sales reps can become the trusted advisors customers need.\nBy focusing on the right opportunities and by better managing sales pipelines or forecasting sales more accurately, organizations can boost sales effectiveness to increase deal velocity and win rates.\n\n \n The sales process audit: 7 magic questions to ask (and answer)\n \n \n A sales process, like every other machine, needs maintenance. Learn how to conduct a sales process audit to understand your weaknesses and strengths.\n \n \n\nMeasure and optimize \nHow can you act when you can\u2019t measure?\nWith a modern sales automation solution, sales teams can access critical insights to take action in real time. They can seamlessly drill down into problem areas and access the underlying data or transaction, both online and offline.\nFor example, sales managers no longer have to harangue sales reps to find out the true status of a deal; they have the objective data to determine whether a deal is in trouble. This can help them take next steps to remedy the situation.\nWith interactive dashboards, organizations can optimize sales processes, better support sales teams, simplify the reporting process, reduce administration time and increase close sales rates.\nThe multiplier effect: Benefits of sales automation\nOne thing that we\u2019ve learned over the past year, is that organizations need to embrace technology and better enable their people in order to be more resilient, responsive, and successful.\nAccording to McKinsey and Company, leading companies are adopting automation as a key driver of cost efficiency and increased sales.\nYou can multiple the benefits of a sales automation solution by connecting and combining it with a customer service management solution.\nWhen sales and service teams can collaborate and have access to the same view of the customer, they can both help achieve better business outcomes. Customer service teams can help drive new product sales and increase service contract sales. This is what I like to call a multiplier effect!\nBy embracing sales automation, organizations reap multiple benefits: Customers will have better experiences, sales reps are more engaged, and sales will soar.\n It\u2019s not your father\u2019s CRM.\n\u2714 Boost customer relationships\n\u2714 Win loyalty\n\u2714 Drive revenue\nThe future of business is HERE.\n\n\n\n\t\n ","name":"Sales automation benefits: Better data, more sales, higher profits","dateModified":"2021-09-24T18:09:43+00:00","datePublished":"2021-06-21T05:02:03+00:00","headline":"Sales automation benefits: Better data, more sales, higher profits","description":"Sales automation benefits include optimized sales processes that boost the bottom line and holistic views of the customer, for starters."},{"@context":"http:\/\/schema.org","@type":"Organization","logo":{"@type":"ImageObject","url":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/themes\/hybris_foc\/assets\/images\/layout\/logo-new-2x.png?_=1","height":"96","width":"500","@id":"https:\/\/23x6xj3o92m9361dbu2ij362-wpengine.netdna-ssl.com\/wp-content\/themes\/hybris_foc\/assets\/images\/layout\/logo-new-2x.png?_=1"},"name":"The Future of Customer Engagement and Experience","sameAs":["https:\/\/podcasts.apple.com\/us\/podcast\/a-call-for-a-better-experience\/id1479742201","https:\/\/twitter.com\/FutureOfCEC","https:\/\/www.linkedin.com\/groups\/4844282","https:\/\/www.the-future-of-commerce.com\/feed\/"],"additionalType":"https:\/\/www.wikidata.org\/wiki\/Q1193236","url":"https:\/\/www.the-future-of-commerce.com\/","description":"Relevant, timely information & analysis on commerce trends, both consumer-facing and B2B.","@id":"https:\/\/www.the-future-of-commerce.com\/"}],{"@context":"https:\/\/schema.org\/","@type":"BreadcrumbList","itemListElement":[{"@type":"ListItem","position":1,"name":"2021","item":"https:\/\/www.the-future-of-commerce.com\/2021\/#breadcrumbitem"},{"@type":"ListItem","position":2,"name":"06","item":"https:\/\/www.the-future-of-commerce.com\/2021\/\/06\/#breadcrumbitem"},{"@type":"ListItem","position":3,"name":"21","item":"https:\/\/www.the-future-of-commerce.com\/2021\/\/06\/\/21\/#breadcrumbitem"},{"@type":"ListItem","position":4,"name":"Sales automation benefits: Better data, more sales, higher profits","item":"https:\/\/www.the-future-of-commerce.com\/2021\/06\/21\/sales-automation-benefits-are-growing\/#breadcrumbitem"}]}]