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What is sales automation and why it’s mandatory to drive growth?

What is sales automation and why it’s mandatory to drive growth

 

From lead generation through ongoing client support, sales automation covers the digitization and automation of sales activities. B2B companies are slowly but rapidly recognizing the need to put the client at the center of their processes, which forces them to engage themselves more and more in the digital environment. In 2021, nearly 61% of companies that used automation exceeded their revenue targets — demonstrating the potential of sales automation. Yet very few people are aware of the tremendous benefits this provides, especially for sales. Here below are few statements that holds the power to persuade sales managers why they must start with sales automation asap.

 

  • Sales automation is a form of data collector that continuously and automatically gathers the data related to the sales. The sale and purchase experience of a potential client can be improved with each of his recoded activities by using lead scoring to automatically capture and evaluate customer interactions at numerous touchpoints. With the aid of seamless data synchronization in real time, a very detailed profile is immediately generated from this data and can also be mapped directly in the CRM system. Additionally, sales automation aids in determining when and which touchpoints of the customer’s journey are controlled by him.
  • Sales automation gathers a staggering amount of insightful data. As a result, salespeople are better equipped to take into account the preferences and wants of the target market and make smart sales decisions based on reliable data in the CRM system rather than just on intuition. Thus, sales automation becomes the backbone for launching customer-focused sales initiatives and a crucial success element for B2B enterprises’ digital sales.
  • Professional sales automation enables potential clients to be identified at the beginning of their customer journey and then effectively and efficiently followed and developed. As a result, not only the number of qualified leads increases but also the quality of lead grows. Deals are closed with significantly less effort and at the same time with a higher probability. Additionally, sales automation makes sure that they never miss a chance to close a deal because they are always automatically informed of what their clients are doing, whether it be by email or the CRM system.
  • Lead conversion is ensured with a transparent and reliable information from the acquisition phase. Sales teams can create offers and talks more independently, which greatly decreases the amount of coordination and negotiation loops by shortening the sales cycle. Even with cross- and upselling campaigns, it is possible to segment customers in a targeted manner and only launch offers or campaigns to contacts for whom the end result is guaranteed. Sales Automation, such as, templates, personalization tools, and segmentation possibilities not only speeds up repetitive operations, like making email lists or tracking offers, but also improves the quality of the outcomes.
  • The presence of incorrect data or missing customer information in CRM system can be a big obstacle for sale teams. Through real-time synchronization between the marketing automation and CRM system, for instance, sales automation helps to reduce the risk of errors in this situation. All data is updated simultaneously via bidirectional synchronization, regardless of whether it is data entry, updating and enriching client data, or maintaining a complete database. It is also possible to automatically check for and repair duplicates, incomplete data records, and invalid address entries. As a result, every department that interacts with customers has a consistent and up-to-date.

Sales are becoming more automated and digitalized, which boosts sales potential in a targeted way and can support the company’s growth. Additionally, Sales Automation provides several opportunities for expansion that is quick, effective, and seamless. Companies should therefore not wait any longer to digitize and automate their processes – the competition may already be doing it. Only those who act quickly and take their processes to the next level can be one step ahead of the competition.

RPA: Why should you consider automation to achieve operational excellence

reasons to start with RPA AUTOMATION

As we are moving towards rapid development, every business is becoming “intelligent” and constantly finding new ways to reinvent their products and services, amaze their customers, and increase profits. To survive in today’s competitive world, companies of all shapes and sizes are integrating automation into their infrastructure, some of them succeed while others fail. According to Forrester, European businesses will invest between €2.4 and €3.3 billion in automation to boost productivity, including in lower-wage sectors.

 

Higher production and increased productivity are the two biggest advantages commonly attributed to automation. Other benefits related to automation are eliminating or reducing risks of human error on manual data entry tasks to ensure consistent quality in data entry. As businesses today collect enormous amounts of data, automation software can easily track all insights hidden in large portions of, often unused, data.

To start with automation, businesses must ask themselves, what are the goals they want to achieve with automation? Which process do they need to automate? Do they have automation tools and experts? What skills do their staff need to work in an automated environment?

 

Here below is a checklist you need to know before adding automation into your ecosystem:

 

    • Companies must know the goals that they want to achieve by implementing automation in their workflow. They can achieve their goals to make more profit, reduce overall operational costs or get the maximum work done in a minimum time, or efficiently utilize available resources and take appropriate strategic decisions. Once their goal and vision are clear, achieving results is easy and possible.

 

    • Once the goal is clear, the automation of necessary tasks must be number one on the priority list. At this point, the time, budget and human resources must be well calculated respecting the business process, also these three are the main resources and assets that can be saved once the automation process is placed.

 

    • Develop a roadmap that strategically focuses on investments that are needed to create a digital environment.

 

    • According to the Robotic Process Automation (RPA) annual report 2019 by Everest Group, the global independent RPA independent software vendor market surpassed US$1 billion in 2018, with over two-thirds of the revenue coming from software licenses. It shows the availability of so many automation tools that makes it harder to select the right tool a company needs to accomplish its goals. Therefore, they must choose the one which is easy to install by their IT specialist without any extern or vendor support.

 

    • Select and set up a team of employees that can implement smooth change management towards the digital workforce system instead of legacy software and create a continuous deployment plan.

 

    • Train IT managers to recognize opportunities to build and adapt the automation software to their needs and establish a modern technology environment to support the rapid development and adaptation of innovative solutions.

 

    • Companies that are newly introduced to automation tools/software, must keep in mind one of the most crucial factors for long-term survival, which are the running costs and licensing of tools, in addition to that make sure to opt for the tool that provides a smooth and secure data handling, as in automation processes, customer’s private or confidential information can be used.

 

    • Choose the software that will scale along with your automation efforts and provide for a full-scale digital transformation.

 

    • Pay attention to continuous improvement of critical business process planning and operations to develop a robust understanding of the business process and workflow and know what makes the processes tick and what doesn’t.

 

Once the automation strategy is placed, you can redeploy the human workforce to innovate and improve your business processes and deal with other priorities.

 

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Business Process Automation Trends 2021

As 2020 is slowly drawing to a close, it is time to discuss future trends in (industrial) automation that are likely to have a significant impact in 2021. Based on the current facts, conclusions can be drawn that artificial intelligence and automation will bring steady innovation for companies of all sizes and from all sectors. During 2020, automation technologies have experienced a substantial boom especially due to the covid19 pandemic. Industrial and manufacturing operations have been massively evolved with the integration of machine learning and robotics. In fact, companies and industries are no longer fully dependent on a human workforce for simple, complex, manual, and repetitive tasks. They are gaining a competitive advantage with digitalization and IoT.

Here below are the top emerging trends to watch in automation for upcoming years:

 

  • RPA and business workflows

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RPA isn’t new, many companies use this technology to automate their routine tasks. RPA as an industry is growing exponentially– the global robotic process automation market size is expected to reach USD 10.7 billion by 2027, expanding at a CAGR of 33.6% from 2020 to 2027 – Grand View Research. RPA used in the automation of manual and low-value repetitive tasks, such as data entry (order, invoice, etc), looking up information in databases, typing in updates, prepare a template, run and download reports, read and reply email, send emails to follow up with customers, etc. is passed. During the pandemic, organizations realized their technological backwardness and the risks associated with a further delay in digitization.

In 2021 everything will revolve around business workflows. The call for digital transformation is growing and ensuring streamlined, smooth processes that delight both customers and employees. To achieve this, companies are increasingly targeting intelligent RPA solutions. Because many processes in companies are still only partially automated – if at all. It will therefore be about making RPA technology even better usable in the future. With the integration of Cognitive RPA along with other intelligent components, business processes that require human reasoning or decision-making can be automated.  A robot cannot, therefore, decide on its own to add a new dimension to the process that has not been precisely defined before. This is the only way to automate business-critical workflows end-to-end, for example.

 

  • Automation and Cyber-Threat

In order to protect against automated modern cyberattacks, organizations will be incorporating automation into cybersecurity efforts. Automation plays an important role in defense against threats. Modern automatisms will increasingly develop their effect in the fight against the threat by reducing the volume of threats and allowing faster prevention of new and previously unknown threats.

If implemented appropriately, providers of cloud platforms can take action against cybercriminal groups that use trusted services for malicious attacks. In the past, it has been observed how legitimate websites – for example, Microsoft365 or Google Drive – have been imitated in order to steal data entered by unsuspecting victims. With the right tools and validation technologies, automation can aid in the prevention of successful cyberattacks and track down such fake login pages – with the aim of counteracting the risk.

 

  • Digital employees

As the ongoing global pandemic, has triggered an acceleration of a digital working environment, business leaders are learning lessons to apply to their futuristic organizations. Remote work is here to stay; thus, many organizations were forced to tap into their technologies and pushed creative ways of leveraging them to ensure business continuity. Businesses around the globe are exploring how they can implement and strengthen their digital strategies and unleash the true power of Technology – not just from a technology and environment perspective but from leadership, change management, and career-growth perspectives, as well. Companies are preparing themselves for the hybrid future or work by investing heavily in the tools needed to work remotely and prioritizing tech and digital infrastructure investments that support sustainable remote/hybrid work.

While no one knows exactly what the future holds for us, according to Forrester, companies are investing a lot in an “anywhere-plus-office hybrid” model in which more people will work outside the office more of the time. Therefore, it’s certain that remote working will play a major role in how the workplace will evolve in the coming years and will continue changing the way we work.

 

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