On average, a salesperson spends 64% of their time on tasks that don’t generate revenue. That includes simple and repetitive tasks like entering data. Let’s know more about sales automation workflows through this article.

If you want to maximize productivity in your sales team and get them to spend more time selling, then it’s important not to ignore sales automation workflows.

We’ll show you how to do sales automation workflows and easily turn leads into deals.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

What Do Sales Automation Workflows Do?

Sales automation workflow identifies what data gets moved, how it will get done, and when the trigger will happen.

When a customer interacts with your website or product, the software automatically picks up their digital footprint. The information is processed in the pattern that you have customized for them.

Let’s look at how you can automate simple sales tasks and create sales automation workflows no matter what size company, budget, or scope that you have.

1. Email Management

Most salespeople receive between 20-80 emails a day. This can be extremely difficult with the amount of moving around and juggling other tasks.

The good news?

Automation can help with your email by cutting down on daily work and making it easier for you to do.

Personalization

Personalizing 20% of the content in your emails will increase open rates by 40% and click-throughs by 112%.

Your customers are more than just numbers. You need to remember they’re people, not metrics.

You need to know what motivates them before you reach out.

When you use this information in your emails, it will help build engagement and make sure that people read them.

The only problem is that it’s not as easy as you might think.

Automation can be a valuable tool for personalizing at scale.

With email automation, you can spend more time on individualized emails.

  • In my experience, a good way to start off an email with a new prospect is by asking them if they have any questions. If not, I will tell them who we are and what our company does.
  • Follow-up emails
  • Schedule-a-demo emails
  • Meeting-reminder emails
  • Emails thanking new customers

It might seem like a waste of time, but it’s worth the investment. It doesn’t take too long to write an email welcoming new employees, and you can save loads more time if you’re using templates.

It takes a little time, but it’s worth the investment.

A/B testing

When you AB test, it will show you what content is more effective for your niche. You can also get data that you don’t know when handling each email individually.

Using this information, you’ll be able to figure out what motivates your customers so that they will send replies more often.

The bottom line is that it will help you win more deals and be a top performer.

Your CRM

Adding your inbox to a CRM is simple. You can have most of the contact data you need in one place.

With this service, you can create sequences and workflows that automate your emails so they are personalized and accurate.

Follow up reminders

Sales deals often require many follow-ups, sometimes over months.

With my first salespeople, I thought base pay plus commissions and bonuses would be enough motivation for them. With my first salespeople, I made the mistake of constantly testing pay and commission structure. I felt that with enough base pay and lucrative commissions, it would be enough motivation for them. Diversity is a hot topic in many workplace environments today. More companies are focused on diversity during the hiring process.

What if the lead falls through and you don’t follow up? All your work could be a waste of time.

With automated workflows and reminders, you have a safety net for your prospects. You’ll never forget to contact them again.

2. Pipeline Management

Of all the people you come in contact with, only about 25% will be qualified and ready to pitch. That’s why it’s so important to manage your sales pipeline for forecasting and qualification.

It’s possible to be more effective at closing deals by reducing effort and automating workflows.

Use a lead generation system that automatically generates leads for you.

When a lead enters my CRM, it’s kept warm by touchpoints.

The first step is to organize your CRM with plugins, integrations, and tools so that all of the information about any given lead can be inputted directly into it.

LinkedIn Matched Audiences will give you the ability to find and target people based on their skill set, company or designation. This can help you in your search for prospects with similar interests and patterns as current ones.

Retargeting is a good way to reach out to people who visit your website or interact with you on other sites.

You can use Facebook to generate leads that you then add directly into your sales funnel, following up with email templates as we discussed before.

Google forms can be used to gather information from leads that don’t close. The survey data you collect will help you optimize your funnel and add more intelligence into your CRM for intelligent insights.

You can use these tools to help you capture leads from social media and other places, then put those into your CRM.

Lead distribution, enrichment tools are just two of the many types of lead generation tactics used to generate leads.

Tools like Clearbit, Ampliz, and Leandata ensure that your leads are contacted at the right time by an appropriate representative with a goal in mind.

These intelligent sales tools help keep your pipeline full of quality contact info and insights.

Once you have a quality pipeline with automated workflows, its easy to assign them and keep an eye on the lead journey in your CRM.

3. Reporting

About half of the sales companies waste hours on manual tasks when they could be generating revenue. They have to manually enter data from various databases.

But it’s not a guarantee that the data they collect from this old information will be accurate.

One major challenge is that there are not enough qualified candidates to choose from, but a CRM can help solve this problem.

CRM Reporting

With a modern CRM, it’s possible to have sales automation workflows. This means that sales reps can spend more time networking and selling.

You can measure your KPIs using metrics like calls-made, deals closed, and demos booked.

Most CRMs today allow you to create custom dashboards with the metrics that are important for your company. You can also export these reports and share them with everyone on your team.

Data Visualization

93% of human interaction is visual. As such, it’s not a good idea to present complex data in lengthy reports that are text-heavy.

Customized dashboards and workflows not only help you turn your data into easy-to-digest graphics, but they also allow for quick visualizations of the sales funnel so that everyone on the team has a clear understanding of what’s going on.

You can connect your CRM with Google Sheets, Facebook Lead Ads, Mailchimp, and more on apps like Zapier or Automate.io.

You can also connect your CRM with communication tools like Slack or Gmail to get real-time notifications when you close a deal. This gives the impression that your company is active and on top of things, which could be enough for some customers.

Conclusion

Sales automation workflows mean that the world is your oyster.

Using technology to your advantage will allow you the time and energy for networking, relationship building, and converting leads into deals.

If you’re struggling with sales automation workflows, feel free to contact us for guidance.

I would recommend not relying on automation for everything but instead using it to help eliminate some of the mundane tasks.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.