How to Increase Sales for B2B With Sales Automation Tool

Author: SalesHero

Date : Oct 18, 2024

"Did you know that b2b businesses who automate their sales process report a 15% increase in sales productivity?

To effectively increase b2b sales, you must recognize that nowadays, b2b customers expect seamless buying experiences. They are looking for suppliers who can respond quickly to inquiries, provide immediate access to products and information, and make ordering as straightforward as possible. If your business cannot meet these expectations, you risk losing potential sales to competitors who can. Therefore, to stay competitive means adapting to these demands, and this is where a sales automation tool becomes invaluable.

In this article, you will learn about:

What is a Sales Automation Tool?

In simple terms, a sales automation tool is a sales force automation technology designed to streamline and automate repetitive tasks within the sales process. It handles tasks like data entry, inventory management, and order processing, freeing up sales representatives to concentrate on more high-value activities, such as building strong customer relationships and closing deals.

Quick Facts About the Effectiveness of Sales Automation:

About 30% of business leaders report reduced labor costs due to process automation. [1]
About 42% of business leaders agree that workflow automation saves time and frees up their employees to pursue other things rather than repetitive tasks. Another survey indicates that this sentiment is not limited to repetitive tasks only. About 85% of business leaders believe that automation allows employees to focus on goals that matter to the company. [2]
50% of organizations believe that automation reduces or eliminates the chances of human error. [3]
Sales automation improves the performance of B2B channels by an average of 10 percent every year. [4]
Sales departments report about a 15 percent increase in productivity and a 12 percent decrease in marketing costs through automation. [5]

How does a Sales Automation Tool help in sales process optimization?

Imagine it’s peak season, and as a salesperson, you find yourself juggling multiple tasks: calling the office to check on stock availability, confirming the latest product pricing and discounts, and managing a growing stack of paperwork. And as you know, in this hectic environment, even the smallest oversight can lead to missed opportunities and dissatisfied customers. You don't want to lose sales or frustrate your clients, that's why with the help of a sales force automation technology, all of these challenges can be handled efficiently and effortlessly.

Now, take a glance at the benefits of using a sales automation tool:

1. Real-time data access

Sales reps can instantly check inventory levels, current pricing, and applicable discounts without needing to call or email the office for updates. This not only saves time but also ensures that the information provided to customers is always accurate and up-to-date. Having real-time access means that sales reps can make quick decisions and close deals faster, improving responsiveness in fast-paced environments.

2. Reduced manual tasks

Sales automation tool eliminates the need for repetitive manual data entry, such as filling out quotations, sales orders, and invoices. Instead, these documents are automatically generated by the system based on the data already available, reducing the chance of human error like incorrect pricing or missing details. This saves salespeople significant time and ensures the accuracy of critical sales documentation.

3. Faster sales cycle

By streamlining processes like data entry, document generation, and communication between departments, it helps shorten the entire sales cycle. Sales reps no longer need to wait for manual updates or approvals; everything happens in real time. This results in quicker order fulfillment and faster turnaround times for customers, helping businesses keep up with demand during peak periods.

4. Enhanced customer satisfaction

With immediate access to accurate inventory and pricing data, as well as automated and error-free documents, sales reps can provide a seamless and more reliable experience for customers. This reduces the frustration customers might feel from delays, mistakes, or outdated information, which in turn fosters better relationships and increases loyalty.

5. Increased operational efficiency

Automating various aspects of the sales process frees up time for both sales teams and administrative staff, allowing them to focus on more strategic tasks. By reducing bottlenecks and manual labor, sales automation optimizes workflow and ensures that sales operations run smoothly, which leads to overall improvements in business performance and scalability.

How to choose the right sales automation tool for your business?

Now, you may also find it challenging to determine which sales force automation technology best aligns with your specific needs and goals. There are many factors you have to consider, such as pricing, capabilities, user experience, and so on. However, before delving into these considerations, you should probably start with the core objectives for your sales process, and here is a simple guide for you to follow:

1. Identify Your Core Objectives

Before you start exploring different tools, take the time to identify what you want to achieve with sales automation. Consider aspects like boosting sales, reducing order processing time, or enhancing customer relationship management. Clearly defined objectives will help you narrow down your options to tools that can specifically address your needs.

2. Assess Key Features and Functionality

Once you have your objectives in place, research the features and functionality of various sales automation tools. Look for essential capabilities that align with your goals, such as CRM integration, automated reporting, real-time inventory tracking, or user-friendly interfaces. Make sure the tools you consider offer the functionalities that will help you achieve your specific goal.

3. Evaluate Pricing and Scalability

As you narrow down your options, evaluate the pricing structures of the tools you're interested in. Consider not just the upfront costs but also any ongoing fees and the potential return on investment. Additionally, assess whether the tool can scale with your business as it grows. Choosing a solution that fits your budget and can evolve with your needs will provide long-term value.

5 Must Have Features for a Sale Automation Tool

Now that you have a better understanding of how to choose the right sales force automation technology for your business, you might still be wondering about the essential features it should offer. Don’t worry; I’ve got you covered! Let me walk you through the must-have features.

Integration

A good sales force automation technology should seamlessly integrate with other tools for maximum efficiency. For example, SalesHero is capable of integrating with different accounting software such as SQL and AutoCount to ensure that financial data is synchronized, allowing for accurate invoicing and real-time financial reporting.

Real-Time Data Access

Access to real-time data is crucial for effective decision-making. The tool should provide immediate insights into inventory levels, sales performance, and customer information, enabling sales reps to respond to inquiries and make informed decisions on the spot.

Customization

Every business has unique needs, so the ability to customize the sales force automation technology is essential. Look for features that allow you to tailor workflows, dashboards, and reports according to your specific processes and goals, ensuring that the tool fits seamlessly into your operations.

Automation

The ultimate key feature of any sales force automation technology is its ability to automate repetitive tasks, such as document generation and data synchronization. This not only saves time but also reduces the likelihood of human error, allowing your sales team to focus on building relationships and closing deals.

Conclusion

The rapid evolution of technology is poised to revolutionize the business sales process. One of the most significant advancements will be the integration of Artificial Intelligence (AI) and Machine Learning into sales automation tools. This technology will allow businesses to analyze vast amounts of data, identify trends, and predict customer behavior more accurately. For example, AI can help sales teams determine the best time to reach out to a customer or suggest products based on their previous purchases, leading to more personalized and effective sales strategies.

It's clear that the future of sales activities is not just about improving efficiency but also about creating smarter, more connected, and collaborative sales environments. Embracing these advancements will empower businesses to adapt to changing market demands and build stronger relationships with their customers.

If you're looking for a sales automation tool with top-tier features at a competitive price, SalesHero is an excellent choice. With 14 years of industry experience, we’ve helped thousands of business to optimize their sales processes. Our tool is specifically designed to address the unique challenges b2b business face, from efficient inventory management to detailed sales reports and built-in approval systems that protect your profit margins by preventing unauthorized or unprofitable deals.