Customer Relationship Management (CRM) is a digital solution for Customer Relationship Management. However, not every company knows how to utilize this tool fully.
After all, what level of sales automation in CRM do you use? We are talking about a valuable strategy for those who want to generate leads and win new customers in times of digital transformation. Still, it is common to have doubts about the software’s impact on sales.
With that in mind, we created this special article to detail the top 7 benefits of CRM sales automation. In addition, we will give you some tips to do this more efficiently. Check out!
Optimize The Work Of The Sales Team
For starters, CRM helps the sales team achieve better results. This happens because a series of activities — especially repetitive tasks — is now performed directly by the platform.
Thus, the team gains free time to focus on more complex activities. The software, in turn, reduces the chances of human error and ensures that actions are taken at the right time.
This directly impacts strategic planning, in which the company’s objectives are defined, and its resources will be used. Monitoring prospects and customers, for example, is now guided by CRM features. When there is an interaction, he already plans the next contact.
This reduces the number of inactive customers without overwhelming the team, bringing us to a second point.
Improves Strategic Planning
If planning involves managing resources and setting goals, automation allows for greater efficiency in management itself. In practice, we are discussing a platform that offers relevant and reliable information to support daily decisions.
Check out some examples of data that can be consulted in CRM:
- contact information;
- history of interactions with each lead or customer;
- customer purchase history;
- performance by a team or professional.
One of the advantages is precisely being able to share this information between teams. It’s no wonder that sales automation in CRM goes beyond simply transferring activities to the software. The topic below helps to understand this issue better.
Promotes Integration Between Sales And Marketing
When a company invests in CRM sales automation, it creates a digital environment of shared information. In this context, we know that marketing is much more efficient when it knows in depth the profile of the consumer with whom it is dialoguing.
The sales team, in turn, is in direct contact with real customers. Thus, CRM promotes a much greater alignment between departments — so much so that sales marketing is already a reality in many companies.
This integration between sectors promotes an even higher level of process automation. While sales fuel marketing, salespeople also use this database to achieve better results.
Offers A Panoramic View Of The Business
A good CRM helps to see better what is happening along the customer’s shopping journey. However, the platform goes further and allows a broader view of all processes related to sales and marketing.
All employees who need this information can check it in real-time. If the CRM is in the cloud, it can be done from anywhere with a login and password. Managers, for example, become more predictable about results. As sales are more closely controlled, the conversion rate tends to be higher.
Increase In The Average Ticket
When we talk about sales automation in CRM, it is natural that the first expected result is increased profit. This can indeed happen but in many different ways. A good example is an increase in the average ticket.
In addition to losing fewer sales, automation helps you identify opportunities and close bigger sales. With an Account-Based Marketing (ABM) strategy, for example, you map who the big leads are and create personalized campaigns to win them over.
The advantage is automating several processes so as not to execute them manually. It is possible to maintain a personalized relationship with an increasing number of leads and customers in a short time.
A good example of how this works is to identify the best channel to serve each customer. In the case of the ABM strategy, we can add information about the customer’s decision-makers and their main demands to be met.
Strengthen Your Brand
As we highlighted earlier, automating sales means reducing human error and gaining agility without compromising efficiency. So one of the benefits is a higher level of user satisfaction.
When this happens, your brand is strengthened: in addition to being present in the market, it is usually remembered positively. This is a fundamental criterion for improving conversion rate and loyalty indicators. And speaking of indicators…
Investing in sales automation in CRM means increasing sales efficiency while reducing costs. The workforce, for example, does not need to be even larger for all interactions with leads to occur properly.
We can observe a team that acts more strategically — that is, evaluating its own performance and looking for ways to improve it. CRM helps not only with the information available for consultation but also with performance reports.
If a communication channel doesn’t work, it’s time to review the strategy. If the time of publication needs to be changed, it only takes a few clicks to redo the entire configuration of automatic triggers.