By Morgan Nimmons on Jun 28, 2016 2:00:00 PM
If you are familiar with CRM software, hopefully you have reaped the benefits of its role within a sales department. However, as useful as this application is, there are numerous processes that CRM software cannot do on its own and all the responsibility is put on sales professionals. Fortunately, automation can relieve sales of certain processes that otherwise take up too much time to perform manually.
Automation is a powerful solution that enhances the functionality of your CRM system. Processes such as establishing new leads, lead nurturing, customer service procedures and other actions that are typically completed manually can be customized to perform according to your business rules, putting an end to extensive procedures conducted by sales personnel.
Here are three ways automation can outperform the default components that CRM software has on its own:
Let’s say an employee discovers they have a new lead. They would need to follow up with that lead by notifying the appropriate person in sales. With a manual process, sales would then create an opportunity and in turn, track the process.
In the case of CRM software that is automated, a business can set up this same procedure to be tailored based on their rules so sales would be alerted of a new lead. Then, an opportunity would be created and the CRM can track the process.
Our solution, TaskCentre can track and monitor the activities of leads and opportunities. Additionally, if you are also using marketing automation software, it can be integrated with your CRM to connect marketing and sales efforts by transferring customer contact details from website inquiry forms, access clicks, leads and campaign data to strengthen your sales goals further.
2. Customer Service
Customers need to be responded to as soon as possible regarding any concerns they have and keeping track of every customer issue is overwhelming. In your CRM you can create customer support tickets but this is a manual process. With automation you can set up your CRM to ensure customer service issues are acknowledged immediately by email. You can also set up rules so that a customer service issue does not remain unresolved and continue to ensure customers are updated as their case progresses.
Automation allows customer service teams to track that all procedures are being followed in a timely fashion. Furthermore, creating automated process provides a high quality of service to fix customer issues.
3. Tracking Sales Opportunities
CRM enables you to create sales opportunities, but sometimes these get lost in the system and are not checked on or moved along the sales cycle. By adding an automated process to the opportunity in CRM, sales can be reminded about an open opportunity and alerted if they have not been contacted or moved to the next step of the sales journey in a timely way.
These reminders make sure that good opportunities are not forgotten and that sales close more customers.
Automation allows businesses to get more out of their current CRM system by providing better experiences to leads and existing customers and assisting sales teams with otherwise lengthy procedures. These are just some examples of how CRM automation is a key component to make sure you have a successful sales strategy.