Updated on April 19, 2021 by Jana
The ultimate goal when doing Sales we know it is to close the Deal. This is where all the efforts you did from searching the leads to connecting and nurturing them show the final result. And we know this part falls on the Sales Manager to gather all the info from the SDR and take over the responsible role of the last persuasion to the customer.
In order to do this properly you need to have all of the details at your disposal and to follow all the steps and check everything the SRD did.
But, as your sales pipeline grows, so will your team of SDRs. This is where things get tricky for the Managers and Executives. We need to cover 2 last (but not least) points of Sales Automation: Team Management and how to automate Deal Closing.
Sales Automation can answer two very important questions that Sales Managers and Account Managers have, and that are: “What is my team doing?” and “Are we going to hit the revenue targets?”
Automating the process can help both Sales Managers and Executives take the weight of their shoulders by having one centralized view of the whole sales cycle, but also have an overview of the individual activities of their teammates. We are not talking about micromanagement here, but actually having the right information to successfully close the sales deal.
As a Sales Manager you can check the status of every lead in your leadbase, see all the emails and messages that were interchanged between the SRD and the Lead, check the will history your potential client had with your business and finally check the opportunity of the potential to become a customer.
A proper tool like a CRM or other Lead Management Software can track everything and you can both optimize the performance of your teammates but also avoid making mistakes with the clients. We can go here into very small details, like when was the first connection established, when did the SRD send out the first message, what information did it contain, what was the potential response to it, how did the communication go further, did they have some obstacle, what’s the potential position in the funnel, what were the automated tasks the SDR conducted etc… All this can be recorded by your SRD (which we already know can and also should be done automatically).
Automate Deal Closing
An automated pipeline will ensure you follow your leads’ progress in a most simple way without the need of checking individual potentials. The Sales Automation tools we mentioned in the Part 4 of this Sales Automation series, that work AI based, can give you the right signal at the right moment. Revenue estimates and reports will be your most valuable weapon for hitting your revenue targets and maintaining rocking customer retention.
To sum up our Sales Automation guide:
The Deal of Sales Automation it’s not anymore based only on using tools that can actually even complicate your process. A centralized approach of sales automation is what makes it effective and according to Harvard Business Review really increases the productivity of the teammates, the managers by more than 30% and the revenue of the company by more than 25%, cutting their costs by 13% and increasing the customer satisfaction by more than 10%. (and I bet this is incredibly good in actual numbers ;)). The Deal of Sales Automation covers from the bottom to the top of the funnel, including all of the elements in between.