Productivity is one of the main driving forces behind any successful company. After all, no one is going to want to work with a company that takes a full week to get something done that other businesses are able to complete just as accurately within only two or three days.
With that in mind, do you want to hear something alarming?It is estimated that in the United States alone, there is about $7 trillion lost in productivity every year. This is countless hours wasted through things like a lack of employee motivation and other contributing factors. And although this number is alarming, there is a way to help greatly diminish it.
Instead of forcing employees, especially sales staff, to spend a significant chunk of time doing repetitive and basic tasks, have these things done automatically by using a superior customer relationship management (CRM), and sales automation tool like HubSpot. This will save an incredible amount of time and allow your employees to concentrate their efforts on the more complex and finessed elements of their job.
But not everything can be automated, even with the impressive HubSpot free CRM. Therefore, you need to know what should and should not be automated. To help make this decision easier, we are here to provide you with the ultimate list of sales tasks that you should immediately automate.
How much time does your sales staff spend prospecting for new customers or clients? Whatever the number is, it is probably way too much time. This is because 40 percent of salespeople view this step as the most difficult part of their job. After all, this involves scouring through countless internet resources to try and find new individuals who might be interested in your company’s products or services. So it can be quite literally like trying to find a needle in a haystack.
Luckily, there are ways that you can make this easier through automation. Rather than performing the same searches over and over again, you can rely on your LinkedIn Sales Navigator to help automate this process for you. All you need to do is create a custom filter that targets specific keywords and even certain locations and then sign up for email alerts listing these results on a daily, weekly, or monthly basis. This allows you to have new prospects delivered directly to your inbox while you’re busy working on other tasks.
Gathering Client Background Information
Once you have identified a prospect, the next step of the process is to once again start scouring the internet, but this time you are looking for as many details about the individual or company as possible. This can once again take up a lot of time, especially when there are numerous prospects that someone needs to do this research on. But with the proper automation tools, you can use programs to automatically gather detailed information about any prospect.
Within a matter of minutes, these automated systems can generate information about the individual’s company size, industry, social media accounts, various industry solutions, current publicly known vendors, and much more. This is information that would often require looking into dozens or even hundreds of data sources, which is something that could easily take a human over an hour to do. Therefore, you could easily increase your productivity at this task by as much as 500 percent or even more.
Creating Client Emails
A lot of sales reps prefer to use email to communicate with prospects, at least at first. Therefore, they could easily spend a quarter of their day reading and replying to emails. So anything that can be done to shorten this time will be a big benefit.
With the HubSpot CRM, you are able to create email templates that easily eliminates over half of the effort that typically goes into writing emails to clients. This method works since a lot of the copy included in these emails is often identical to the emails sent to countless other clients.
Chances are that you are only changing less than half of the copy and the things that you are changing are often things like names and dates. And if you’re not doing this, then you really should be since changing anything more than 50 percent of email copy will actually hurt your response rates.
Therefore, if you have automated email templates to use for various types of client emails, then you can avoid the pain of having to type out the same message over and over again or even finding another similar message to copy and paste. Instead, select one of your saved custom email templates within the CRM and change the 30 to 50 percent that you need to change before sending it out to the client.
You can also have a large portion of this copy already changed for you by inserting personalization tokens in place of the prospect’s name, job title, company name, and other specific details. This will allow these key pieces of information to get automatically filled in with accurate details as soon as you open up the duplicate template email.
It can often feel like you spend more time trying to schedule meetings than you do actually attending them. This is because it can be a frustrating series of back and forth in order to figure out a date and time that work for both you and the prospect/client.
Luckily, this is something that your CRM can help with by using an automatic appointment and meeting scheduling system. What this does is use a link to your personal company calendar and from there the prospect can see exactly when you are available for a meeting and select a date and time that works best for them. Once they have selected it, the information is automatically filled in on your calendar and it can even send you an email or other alert letting you know that the client has scheduled a meeting. This eliminates all of the messy back and forth that is often involved in the process.
By integrating these automated services into your sales enablement process, it can vastly improve your company’s productivity and ultimately your deal flow as well.