How Sales Force Automation Helps Businesses Optimize Their Sales Efforts

Udit Agarwal, Founder & CEO, TrackOlap With the passion to build infinite scale softwares & real time bigdata analytics platforms, Udit has handled over 20 billion events daily with real time business reporting, machine learning & fraud detection

The 21st century has witnessed some groundbreaking technological innovations, ranging from mobile applications and social media to blockchain technology and AI-driven voice assistants. Technology’s unprecedented growth has subsequently made a colossal impact on both our personal and professional lives. In this digital era it’s only natural that businesses worldwide are increasingly relying on techbased tools to streamline operations, enhance organizational efficiency and better manage their employees. The evolution of the workspace has further propelled this transformation as we witness the rise of freelancers and gig workers. Technological advancements combined with organizational change, present unbridled opportunities for enterprises across industries and regions.

Salesforce automation(SFA)is one such technology that is experiencing a surge in popularity, with more and more companies using the software to boost the overall sales proposition, reduce operational costs and increase the productivity of the sales team. In fact, the proliferation of internet enabled devices has necessitated that businesses embrace sales automation to thrive in the current cutthroat environment. It is undoubtedly a powerful tool to achieve higher conversion rates and revenue growth. Let us see how enterprises can leverage such opportunities and avail the benefits offered by modern technologies.

Tapping into new age digital native customers
The phenomenal rise of mobile has fundamentally transformed how people interact with businesses. Over the past couple of years, mobile websites have has seen a surge in popularity. Given the current scenario, then, businesses must bolster their mobile presence to tap into a larger audience. The Google mobile first index released in 2017 revealed that mobile websites will be indexed before desktop websites from 2018 onwards. This explains why Mobile first Sales Automation is touted as the next big thing for a growing number of businesses. Through mobile optimized websites, apps and social media, companies can tap into new customer segments and expand their user base.

Easier and quicker access to the customer database
Sales automation allows companies to collect and store customer data that can be retrieved anytime. With direct access to details including names addresses, payments and search history, and any other relevant metrics, salespeople can understand consumers preferences and buying
behaviours. This, in turn, leads to higher lead generations and therefore quicker conversion rates. Incorporating collaborative tools such as customer relationship management(CRM) enables salespeople to access data without having to log into the office desktop or a computer application. Not just the sales executives these updates are also available to all stakeholders in realtime, bringing 100% transparency into the sales process.

Organizing a high performing sales team with location science
This is critical when an organization has a considerable number of field employees i.e. salespeople. However organizing a high performing sales team calls the need for a technology driven solution that automates and streamlines the employee tracking process. Location science has a vital role to here, allowing managers and business leaders to monitor the sales force, and optimize as and when necessary to achieve the desired results. The purpose of location science goes beyond simple employee tracking as it can facilitate a better decision-making process at various organizational levels. By implementing various location science-based tools the management therefore, acts with agility and promptness.

By deploying AI-based data analytics tools, companies can have access to valuable insights on relevant customer behaviours/preferences

Effective targeting by leveraging data insights
By deploying AI-based data analytics tools, companies can have access to valuable insights on relevant customer behaviours/preferences. This helps them to offer tailor made products and services, and target the right audience at the right time, thereby improving the overall customer experience. According to a 2018 SalesForce report, buyers who engaged with AI-based product recommendations had a 26% higher average order value as compared to those who didn’t. The USP of such AI-driven recommendation engines lies in its ability to cater to the specific requirements of each consumer and deliver a truly personalized experience. However, this is just one of the many ways artificial intelligence can empower sales executives.

Optimizing the sales funnel
The sales funnel refers to the journey a customer takes when purchasing a product/service. The entire process involves creating awareness about the offering, triggering interest in a customer’s mind and finally inspiring him to make the purchase. Using sales automation, companies can optimize the sales funnel. For example, ML algorithms can help identify the products and services that a customer is most likely to be interested in. Apart from lead generation, sales automation also allows salespeople to better manage those leads and convert potential customers into consumers.

Enhancing customer engagement using chatbots
One of the biggest challenges faced by salespeople is keeping the consumers engaged. This is where AI-powered chatbots come into the picture and serve as the first contact point for customers. As forecasted by research firm Gartner, AI-based applications are likely to manage 85 percent of the total customer-facing interactions by 2020. Chatbots are typically programmed to answer repetitive/expected product-related questions, record feedback, and offer recommendations accordingly. Besides being available 24x7, chatbots also have the ability to handle thousands of queries simultaneously. Essentially, they can guide customers through their entire buying journey and ultimately, result in higher customer engagement.

Facilitating seamless collaboration through unified communication
Unified communications facilitate seamless collaboration between sales teams across geographies by integrating external and internal communication tools. With this technology in place, businesses can communicate with their employees and partner vendors in a quick yet cost effective way. There are various solutions available in the market ranging from basic video conferencing tools to more complex AI-based messaging platforms. Unified communications eliminate time consuming manual processes such as sending daily reports via Excel thereby mitigating operational costs while saving time.