Automation, or rather the industry buzz phrase ‘Sales Force Automation’, when uttered can incite a certain fear and loathing among sales teams. Why? Because of misunderstandings and incorrect ideas attached to automation when it comes to sales.We are here to myth bust and manage expectations about automation and what it can do for your sales processes.
1. Pinpoint your Processes to Automate
Not every part of the sales process will make sense to automate – observe and identify where your opportunities lie. This may be where time-consuming tasks are slowing down sales teams, processes that lend themselves to human error or current systems where the ROI is leaving much to be desired.
2. Align Automation with your Company Culture
Sales teams are quick to assume that automation will equate in a loss of autonomy, suffering client relationships and even a disappearance of their own commissions. This is incorrect and if implemented properly automation should only enhance and encourage the above-mentioned. So then why is it that employees fear the take over of the machines? Often, because none of this is properly communicated or it is inconsistent with the business’s values. From the beginning have conversations with sales representatives, gather information, ask for feedback and be clear about your goals of automation.
3. Know What’s out There
Do you know whether your automation strategy will be more focused on RPA tech or cognitive tools? Understand what the market has to offer and how it could complement your business (i.e. where are your pain points?). An outsider’s perspective could be all the more valuable to help you make this decision.
4. Make it About the Sales Team First
Make the value of automation obvious and useable for the sales team from the beginning. This means providing the appropriate training and professional development, it also means having the sales team track their own individual progress with the tools. Teams often fear management will be tracking their every move or worried about every digit with the new tech – instead, sales teams need to discover the value of this tech for themselves: they’re more likely to embrace this way!
5. Plan for the Best, Plan for the Worst
Your very deliberate approach to understanding all of your business’s automatable sales processes needs to be documented. With the same deliberation in which you learnt about this tech, spell it out in a tangible document. Have you outlined the possible negative and exception scenarios? This is a part of automation (and life). Next, test it with a pilot phase.
Automation is too powerful of a tool to be overlooked for any business. Whether it is for data or chat bots, these tools have the ability to transform your business and revolutionise your efficiency. Be a part of the future and take your company to the next level with a Hunt and Hawk free flying class for your business. We know tech and we are champions at implementing it.