We talk a lot in our blog about the in-depth nuances and details of using Salesforce and how you can get the most from it. However, this week we thought it would be nice to step back a bit, and look at why Salesforce and workflow automation is so beneficial, specifically for Sales Teams.
For those of you who have been using Salesforce for a long time, this might seem like a trip down memory lane. For those of you who have yet to make the switch, hopefully, you learn something new and of course, if you realize you have gone on for too long without the benefits of Salesforce automation, the team here at CloudMyBiz is ready to help.
Saves Time and helps Sales teams Focus
Sales teams should be allowed to do what they do best, which is sell – not get bogged down in administrative tasks. Using a centralized Salesforce database, lead and contact details can be automatically updated and accessed from anywhere by anyone. This means the sales team gets the info they need when they need it.
What about all of the time-consuming tasks revolving around the sale? Scheduling follow-up calls, sending emails, tracking down contracts and updating sale opportunities. This can be a big part of the day of a sales rep. However, with Salesforce automation, a majority of these tasks can be automated, making the entire sales process much faster, and not to mention more accurate. The end result of the automation and a centralized database where sales info is right at the reps fingertips? They can focus more on making sales, and less on everything else.
Close deals faster
With such significant improvements as listed above, another result is the lifespan of getting deals done gets quite a bit shorter. The Sales team has faster, easier access to their sales data, and with a host of productivity apps, such as e-signature, contract generation, and terms stipulation, the deal doesn’t get bogged down once it is time to get the paperwork out and signed. Everything can be done directly in the system and tracked each step of the way.
It’s easy to use
One of the best features of Salesforce is its intuitive and clean User Interface. Salesforce makes a special effort to keep their UI easy on the eyes. This means that even brand new users can figure out what they need to do without hunting through page after page (or in the old world, mountains of papers and forms). Smart filters and searches also make digging into the data a snap. Documents and links can be readily associated, so you can always find your way to what you need.
Following up on the above point – while Salesforce is naturally intuitive and easy to use, it inevitably won’t be perfect for everyone. That is why the system features significant ability to customize the system. Just about any organization or industry can use the CRM for their specific needs. From simple workflow and page layout automation that any internal Admin can handle, to complex custom development that usually requires an outside consultant, Salesforce can be tweaked in just about any direction you can imagine.
Reporting and Analysis
This can be a real game changer. A Salesforce CRM gives management some powerful tools to get deep insights into the business. Just about anything that is in the system can be measured, tracked and reported on. Companies can monitor sales conversion ratios, past performances vs current, and volume trends. Of course, there is always that golden nugget of ROI analysis as well! All of this is done through automated reporting and dashboards that can be set to run at regular intervals and delivered right to your inbox if you desire.
These reporting tools give managers the data and insight they need to make better decisions and guide the company in the right direction. If a certain campaign isn’t working, change it. If a certain Sales rep has a great conversion rate in a particular territory, keep it going! And none of it is based solely upon gut feel or a few recent examples, but solid history of sales data within the system.
Finally, on the heels of the reporting tools, a Salesforce CRM can help with forecasting. Managers can see the trends, look at the pipeline and make more accurate predictions about what they can expect in the future. Giving management the ability to look into the future can help avoid potential crises, or conversely, if the future is looking very bright, they can put more infrastructure in place to better take advantage of it!
We could go on all day about the benefits of Salesforce and CRM automation for Sales Teams and their managers. No matter how you slice it though, a properly implemented and customized CRM solution is pretty much essential for the modern day business, thanks to the host of automation possibilities and data insights that it enables.
-Ryan and the CloudMyBiz Team