What we have here is not a difference in the perceived importance of logging calls but the fact that taking notes on each call simply eats into an already squeezed sales week.
The solution is simple: automation can radically reduce the volume of data entry required without sacrificing its quality. Most of the data that we enter can be pulled easily from elsewhere – if only we had the systems in place to allow this.
To enable this a sales op taskforce must study the sales process from end to end with just one thought in mind – couldn’t an automation tool do this?
The aim is to allow information to flow into your CRM – whether it’s account opportunities, quote lines, contacts, prospect data from LinkedIn, or automatic logging of inbound and outbound call outcomes.
All of this will save your salespeople time – and it will enhance your data capture. Think about it: no-one incentivises your sales team to enter data diligently or accurately.
They are incentivised to sell.
This is why companies that have invested in automation to reduce data entry requirements on their sales team return results. Nearly seven out of ten high-performing sales teams have automated data entry.
2. Prioritising leads
Your sales team must understand which opportunities they should be chasing – prioritising leads and opportunities is critical for a productive sales performance.
Data is central to this process – but to really move the needle here you need to bring AI into the mix.
Tools like LeanData sit upon your CRM and use AI to prioritise leads based on recent prospect activity, overall lead score and how far along a deal is in the process.
Of course, this AI is only ever as intelligent as the assumptions it is based on, so it’s critical that you understand your sales operations inside out. If the method by which you score leads is not in great shape, then the output from AI will be similarly malformed.
Get it right, though, and you will always be chasing the most productive leads at the best time.
3.Quotes and proposals
No deal is closed without a quote or proposal. And deals that aren’t closed need them too.
Sales teams will usually handle a large volume of clients and manually customising each quote from scratch can be a real drain on motivation and efficiency. What’s more, there will inevitably be a number of departments requiring marshalling and corralling to get the quote rubber stamped and out of the office.
By automating this process you can ensure that competing needs (such as those between finance and sales) are met.
CPQ programmes (Configure, Price, Quote) provide a platform that allows your sales team to supply pre-approved quote templates, while still giving them the flexibility to configure them based on customer needs, apply the right discounts, and route the quote to the right person for approval.