Forget about saving data in Excel and its graphs, about notes stuck to your computer screen and all
that control you kept manually. It’s time to automate your sales process.
This automation is possible thanks to CRM in sales, which will allow you to visualize and better
control all the sales processes that were carried out.
Customer Relationship Management will allow you to record all the stages of your sales pipeline,
determine which phase your leads are in and thus provide them with more appropriate follow-up.
Now, although it is the basis of the automation process, in this article we will focus on explaining why
it is necessary for you to consider using a CRM in your company and we will answer questions such as:
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- How do you automate a sales process?
- What are the goals of making the transition?
- What are the advantages of CRM in sales?
Keep reading and find out!
How to automate a sales process?
To achieve proper automation, it is saudi arabia telegram data necessary that there is a
comprehensive coupling with your company from the outset, and you will achieve this through:
CRM system adoption in sales
For its application, this system to register on instagram, you need to take the following steps requires
the human component, which is why users of the system must have prior training and know the use
and importance of CRM software in sales.
It is necessary to explain and demonstrate to them the specific benefits that CRM has. Also, they
should not see the use of CRM as an extra task or a controller, but rather as a facilitator of their daily
work.
This is why it is necessary to incorporate staff into the new system as soon as possible, that is, allow
them to express their opinion and point of view on CRM in sales and thus be able to take full advantage of its potential.
Customize it to your company
For CRM in sales to meet the lack data objectives it sets out to achieve, it must be customized for your
company, your business model, your commercial processes and your sales force.
It is also essential that the sales pipeline , leads, prospecting, negotiation, offer and proposal are very
well defined and structured .
Remember that automation tools do not work in isolation, so you must have your Inbound
Marketing strategy defined . Therefore, before you start automating your entire process, the members
of your company must be clear about where they are headed.
Determine which processes can be automated
To achieve process automation, it is essential to determine which of these are susceptible to said
process and thus achieve its efficiency. With CRM in sales it is possible to:
Automate lead generation
a profile of the person in your database .
These functions make it possible to send emails with information of interest and allow the seller to
better understand the prospect before making the call, which will allow him to identify his willingness
to make the purchase and determine which stage of the sales funnel he is in.
Automate sending responses
Nowadays, Internet users prefer to receive information and answers immediately and in real time.
This is why chatbots and live chats were born, which seek to simplify the way in which
users can contact companies.
Both tools work perfectly depending on your website, however a live chat requires a physical person
to answer users’ questions in real time, while a chatbot does so through artificial intelligence mechanisms .
Both improve the relationship with your potential customers by providing immediate responses to all
their queries in real time, multiplying the conversion and sales rate.
Setting up and sending emails
Pre-written message templates that can be forwarded about a product or service and price lists are a
great help in automating tasks.
They can range from a simple document with the company logo to very elaborate designs created by
professional designers.
In addition, if the client is potential, it is necessary for the seller to contact the prospect and carry out
subsequent follow-up, clarify doubts, measure the results, recognize which templates work best and optimize those that do not.
Automate prospect follow-up
It is done through follow-up emails and gives the opportunity to add value to users depending on their stage and helps to get to know them in the process.
CRMs allow these follow-ups to be carried out correctly and automatically by using email chains to instantly detect user actions and thus be able to act accordingly.
Detect potential clients
The stage of the sales funnel in which the potential client is located is fundamental. With this information, you can define how much time you should dedicate to the prospect at that specific moment.
Additionally, it is easier for salespeople to know who they should contact first and to know approximately how long it will take for the prospect to make a purchase.
In order to detect these key points, the potential client must register on your website, where, as they perform different actions (open an email, click on a specific site on your page), they will be assigned a position that will determine the type of lead they are.
Schedule meetings
An email asking when the meeting can take place, the time, availability or preferred location is a process that can also be automated.
It is important to emphasize that these meetings can be either in person or online, such as a webinar , and it means that the sale is likely to be made, since adding a face to your brand makes it easier to connect with the customer.
There are many other tasks that can be automated:
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- dial a phone number;
- leave a message on the answering machine;
- record a call;
- make reports;
- take notes;
- make reminders and tags, among others.
Implement the system
It will be of no use to you to have software if you do not implement it, that is why it is essential that not only the sales representatives manage to master it, but also the marketing and finance teams, since the system has necessary information for the three departments.
Integrating the CRM system with all the sectors involved will prevent outdated and inaccurate information from being distributed between different departments and will help minimize the introduction of duplicate data.
Additionally, we recommend having a responsive website , so that your sales representatives can access the system from anywhere with an Internet connection.