What is Sales Automation?
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Our definition of sales automation is that its a process created to eliminate manual tasks and processes. Its features are designed specifically to support sales teams by reducing administrative tasks so these professionals can focus on closing deals.
For example, a study reported by McKinsey & Company states that sales automation increases productivity by 15% while cutting costs by 15%.
If you want to find out more about what is sales automation in CRM so you can streamline processes and save money, keep reading! We explore this Salesforce Sales Cloud topic in more detail below.
Benefits of Automated Sales Processes
There are many benefits of sales automation for Salesforce. On a higher level, automation tools serve teams by making their work tasks easier to perform. Then, they can be efficient with their time and more effective at creative tasks that need their attention.
Here are 6 of our favorite reasons for updating to an automated sales process with Salesforce:
#1 Increased Productivity
Entering data into Salesforce, following-up with prospects, responding to emails, or even assigning leads to sales representatives are pretty repetitive tasks. Why not boost productivity for sales teams by using automation to handle this? An automated sales process will take care of administrative tasks, giving the sales team free time to work on the important activities a computer cannot perform, like closing deals swiftly.
#2 Consistency and Accuracy
We already covered follow-up emails as a benefit of sales automation, but there are communication tasks that can be automated easily, too. Think of monthly reminders for tasks that get missed or an email notifying you whenever there is a change to a sales agreement. Automating these tasks to be consistent will ensure that internal business communication is on point and customers get the fastest and most elevated experiences.
When it comes to accuracy, an automated sales process can reduce the errors commonly found in Salesforce from manual methods. These types of errors are not professional when discussing prices and orders with clients. You could lose your customer’s trust if you pull incorrect information from Salesforce. With an automated sales process, you get software to enter data accurately into Salesforce in real time without the need for human assistance.
Your sales teams can say goodbye to typos, duplicates, and incomplete data. 
#3 Better Lead Management
Customers are not the only people sales representatives are in contact with. Leads are also approached to drive business growth. However, managing their data can be a complicated task. Luckily, in this era, we have automation tools that can categorize and score leads in Salesforce.
These scores help sales representatives quickly identify which leads are worth pursuing right now. All that’s needed is to give the automation tools specific business criteria to score and prioritize leads.
#4 Improved Efficiency
What about those leads who are not ready to convert to customers just yet, based on their score? Usually, they need to be nurtured and a good strategy is to send them personalized content via emails. This approach can be implemented after analyzing lead purchasing data in Salesforce. Sales teams can then focus on creating content that is relatable to them.
This method is used to help leads through a sales funnel. And since emails can easily be automated, setting up this type of system for your sales teams means they get to maximize their work productivity in other areas as they can spend minimum time on email tasks.
#5 Reduced Response Time
Another way that an automated process can help sales teams using Salesforce is by automatically communicating with clients and leads. For example, software can respond to customer questions instantly. This saves sales representatives time to focus on other projects since they are only called upon to answer difficult queries while customers are automatically helped on frequently asked questions.
#6 Cost Savings
As we learned, with an automated sales process, a lot of administrative tasks for Salesforce are taken off a sales team’s to-do list. This allows businesses to save costs as they do not have to spend extra fees or time on labor-intensive administrative work.
Must-Have Sales Automation Features
If these benefits sound good to you, the next step would be to find sales automation software that fits your business needs and integrates with Salesforce. There is no point getting tools that cannot improve your specific sales process and tasks. And not all automation software is the same or has the same quality.
Sales Automation Examples
For this reason, we have provided a few examples of automation features that you should look for from third-party software for Salesforce to manage leads, increase work productivity, and increase sales:
- Automatically gather lead data for Salesforce from forms, emails, and social media platforms.
- Score lead data in Salesforce based on how the individual engages with the business or purchases products and services.
- Assign leads to the correct sales agents who are in the right location and have the best knowledge to close deals.
- Automated document generation features for Salesforce using no code.
- Deliver custom emails from Salesforce at specific times to leads when following up is required.
- Send relevant emails to leads from Salesforce to guide them through a sales funnel.
Titan’s No-Code Workflow Tool
If you want to skip all the research and reviews to get up and running quickly with sales automation, we recommend Titan, our no-code platform for Salesforce. It’s so powerful that it can give you 10,000 Salesforce automations per second for any business process, so you can speed up tasks at scale. Whether it’s sales, marketing, customer service or any other operation, the best part about using Titan is that automation can be built with zero code!
Imagine connecting Salesforce, your payment providers, cloud-based storage apps, and more to your software stack. With Titan, you can rest assured that your automation has end-to-end security and is compliant with HIPAA, SOC 2, ISO, GDPR, and other leading frameworks.
Here are some of our robust features to instantly eradicate manual tasks for your sales teams:
This is just a small feature list of what you can achieve with the power of Titan and Salesforce. For more detailed information or a custom solution, please feel free to book a demo with us.
Sales Automation Vs. Marketing Automation
Whether it’s Sales or Marketing Cloud, automation is used to speed up processes and tasks for people so they can be more efficient at work. With the extra time they gain from reduced administration in their Clouds, they can focus on growing the business in other ways.
However, sales and marketing functions are pretty closely related. They both support a customer through a sales journey at different times. Let’s take a look at their differences in automation and how they come together to complement the whole customer journey.
| Sales Automation | Marketing Automation | |
|---|---|---|
| The Focus of Automation | This automation simplifies tasks and processes that are a part of closing deals. Therefore, sales automation will be found at the end of the customer journey. | This automation supports the top and middle of a sales funnel since marketers need help attracting leads to send to sales representatives. |
| Feature #1 | Automatically qualifies lead data and assigns the information to a sales representative. | Automatically collects lead data from web forms, web pages, and social media platforms and stores them in Salesforce. |
| Feature #2 | Monitors the movement of an opportunity through a sales funnel so that tasks can be automated to follow up on. | Automatically delivers custom emails to leads with content relevant to their preferences and demographic information. |
| Feature #3 | Automatically sends emails to sales agents to follow up on prospects or other important reminders, like a lead has moved to the next stage in a sales funnel. | Marketers can automate email drip campaigns and their social media content to interact with leads and guide them through the sales funnel. |
| Benefit of Automation | Sales representatives spend time building relationships with prospects to finalize deals. | Interacting with leads can be done with automation, so marketers can provide the best content while guiding them on the customer journey. |
Learning about Automation Software with Titan
Thanks for reading our article on sales automation software for Salesforce. We covered what this topic is and some of the benefits your business can gain from adding automation to sales processes. We also explored the top features to look out for when deciding to integrate a third-party sales automation solution into Salesforce. And we concluded with a little comparison table to explain the difference between sales and marketing automation.
If there is a topic you would like to discuss, please feel free to contact us through one of our social media links below. We would love to help you scale and accelerate your Salesforce solutions without the use of code.
See you soon.
Disclaimer: The comparisons listed in this article are based on information provided by the companies online and online reviews from users. If you found a mistake, please contact us.
Frequently Asked Questions
What is the difference between CRM and sales automation?
A CRM is a customer relationship management platform that supports a company’s interaction with clients and leads. With it, a business can monitor all their relationships and store vital customer data in a single location. A CRM platform can manage marketing, sales, and customer service processes.
On the other hand, sales automation is a suite of software tools to perform manual administrative tasks specifically for sales professionals, so they can focus their efforts on closing deals. Read our article above to find out more!
What is B2B sales automation?
Business-to-business (B2B) sales have unique processes and tasks that require automation. With B2B sales automation, companies can also automate repetitive tasks and manage leads well. When businesses use B2B sales automation, they can speed up the sales cycle by removing manual processes so employees can focus on closing deals with business partners.
What are the effects of sales automation?
There are many benefits of automating sales processes using software. Take a look at some of them here:
- Sales automation tools can monitor the progress of a deal.
- Sales automation tools can track lead conversion rates.
- Sales automation tools can measure sales performance.
By analyzing these key metrics, companies get valuable insights on its prospects, customers, and teams to make the best decisions backed by data.
