Your sales team may have the soft skills to close deals, but over and above that, such individuals need the tools to nurture, prioritize, and in some cases, navigate their way through as many leads as possible.
The term sales automation refers to the mechanization of manual, time-consuming sales tasks using tools like artificial intelligence (AI) and customer relationship management (CRM) software, among other solutions, to realize the sales objectives of an enterprise.
That involves noting potential cross-sell or upsell opportunities, passing a client between account executives and business representatives, tracking critical information for a particular customer’s file, among other things.
You also need to understand that errors, unnecessary follow-ups, and losing leads are some of the issues your sales team will encounter when using a simple spreadsheet.
By doing so, your sales team increases the chances of closing a sale, and choice leads prioritization allows salespersons to close the most critical deals within the shortest time possible.
Tracking the frequency of following up with one potential customer is also possible through sales software, and one can close an opportunity out later if there is no contact.
The fact that quality sales software uses AI algorithms to assess how an individual interacts with previous communications and content from your sales team implies that it is possible to develop a personalized email using such details.