Telemarketing Software Featured Article

How Automation Can Improve Sales Outcomes

July 13, 2016
By Susan J. Campbell - Telemarketing Software Contributing Editor

There’s a lot that must be done in a typical day for the inside sales person to be successful. In some environments, the tasks that must be completed are actually contributing to more opportunities and a higher close rate. More often than not, however, sales reps are being robbed of the opportunity to sell simply because their time is being eaten up by busy work that doesn’t actually help move the process along.

Telemarketing software provider VanillaSoft examined this challenge in a recent blog. As too many companies are facing this same problem, it’s time to look to automation to eliminate some of the tasks that are wasting time. There are essentially four areas that could be automated, allowing your sales reps the opportunity to get connected more closely to those tasks that actually produce results. When this happens on a regular basis, everybody wins.

For instance, automating your calls through a robust telemarketing software solution can help to increase productivity while also maintaining quality. This doesn’t mean that you’ve pushed the sales rep out completely, but instead you took away the manual part of calling that can eat up too much time.

Automating emails can also add significant value to the sales team. This form of digital communication is important, but how much time is spent trying to craft the exact message you want to send each and every time? There are steps that can be automated in order to leave that time available for sales reps to be closing deals.

To greatly improve revenue generation, you need to automate your sales workflows and lead management strategy. When these tasks must be done manually, they can take a considerable amount of time to hit in the right areas. Define these elements once and then put automation in place so sales reps can focus on the tasks that produce results.

Finally, it’s also possible to automate the sales process. With robust telemarketing software, you can remove organizational obstacles, improve consistency in sales messaging across the entire sales department and reduce the number of administrative tasks that have the potential to slow down the rep’s productivity.

At the end of the day, your sales reps have to be able to sell. You’ve given them goals and expect them to reach them effectively and efficiently. If you don’t also provide the tools to do so, you’ll miss those targets and may end up having to find new reps. When automation is put in place to keep everything moving in the direction of more closed deals, everybody wins.

Edited by Alicia Young

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