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TABLE OF CONTENTS
Samir Majumdar
Samir is the CEO and Co-founder of Veloxy. After spending 20+ years creating corporate systems, boosting revenue, and eliminating inefficiencies, Samir started Veloxy to help sales professionals shorten sales cycles, accelerate pipelines, and close more deals.
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How much time does your sales team spend on administrative tasks instead of closing deals? According to the National Association of Sales Professionals, sales representatives spend just 35% of their time selling, while the rest is eaten up by tasks that could be automated.
This is where field sales automation comes into play, helping teams boost efficiency and focus on what truly matters. Today I want to get into how automation can enhance your sales team’s performance, from improving data accuracy to increasing productivity and offering key features to look for in the best solutions.
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Understanding Field Sales Automation
Field sales automation is becoming more important for companies that rely on sales teams working outside of the office. By reducing manual tasks and improving efficiency, automation is helping teams meet their goals faster.
There are three primary reasons why field sales automation is valuable:
Enhancing the accuracy of data and reporting
Reducing Manual Tasks for Field Sales Representatives
I find that one of the most significant benefits of field sales automation is the reduction of manual tasks. Field sales representatives often spend too much time on administrative work, such as data entry, scheduling, and reporting.
Automation tools can handle these tasks, freeing up the team to focus on selling. The shift not only increases productivity but also helps prevent burnout among sales staff.
Streamlining Processes Through Salesforce Automation
Salesforce automation takes the benefits of automation even further by simplifying and organizing complex processes. It can handle everything from lead management to follow-ups, ensuring that no opportunities are missed.
Automation tools can also prioritize tasks, allowing field sales representatives to focus on the most critical actions at any given time. By streamlining these processes, your sales teams can work more efficiently and close deals faster.
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Enhancing the Accuracy of Data and Reporting
Another key advantage of field sales automation is the improvement in data accuracy. We all know that manual data entry is prone to errors, which can lead to incorrect forecasts and missed opportunities.
Automation tools ensure that data is captured accurately and in real-time, providing sales managers with the information they need to make informed decisions. Accurate reporting also allows teams to track their progress and adjust their strategies as needed.
Key Features to Look for in Field Sales Software
When choosing field sales software, I think it’s really important to consider the features that will make the biggest impact on your team’s efficiency. The right tools can help streamline daily tasks and improve overall performance. There are three primary features that you should prioritize:
Mobile Accessibility
For my field sales representatives, being able to access their tools on the go is a necessity. Mobile accessibility allows them to stay connected, update information, and manage their tasks no matter where they are.
The feature ensures that they don’t waste valuable time returning to the office just to update their data. With everything at their fingertips, sales reps can respond to client needs more quickly, leading to better customer satisfaction and increased sales.
Integration With CRM Systems
A key feature to look for in field sales software is integration with your company’s CRM system (we integrate with Salesforce, see below). It allows seamless data sharing between the field and the office.
When your field sales representatives can access up-to-date customer information, they are better prepared for meetings and follow-ups. Integration also helps in reducing errors, as data doesn’t need to be entered multiple times. It not only saves time but also ensures that everyone is working with the same accurate information.
Customizable Reporting Tools
I’m a big fan of customizable reporting tools. Every company has different metrics that matter most to them.
The ability to tailor reports to focus on these metrics means you get the insights you need without sifting through unnecessary data. Sales managers can quickly assess performance, track progress, and make informed decisions. For field sales reps, these tools provide clear feedback on how they’re doing and where they can improve.
How to Successfully Implement Field Sales Automation
Implementing field sales automation can be a game-changer for your team, but it requires careful planning and execution. There are three main steps to consider when bringing in new sales technology:
A Step-by-Step Guide to Implementing Sales Technology
The first step in implementing field sales automation is to clearly define your goals. Identify what you want to achieve with automation, whether it’s:
Once your goals are clear, choose the software that aligns with those objectives. Next, you’ll need to set up the software, which includes integrating it with your existing systems.
It’s important to ensure that all data flows smoothly between the new software and any other tools your team uses. Once everything is set up, I’d recommend running tests to make sure the system works as expected before rolling it out to the entire team.
Strategies to Encourage Salesforce Adoption
Getting your team on board with the new technology is essential for successful implementation. I like to start by explaining how the software will make their jobs easier.
Show them the benefits they can expect, such as less time spent on administrative tasks and more time selling. It can also help to involve them in the decision-making process early on.
When they feel like they’ve had a say in the tools they’ll be using, they’re more likely to adopt the new system. Offering incentives for early adoption can also be a great motivator.
Training Field Sales Representatives
Proper training is critical to ensure your team can use the new software effectively. Start with hands-on training sessions that allow them to practice using the tools in real-life scenarios.
Make sure the training is tailored to their specific roles so that it’s relevant to their day-to-day tasks. Offering ongoing support after the initial training is also important.
This could include having a designated person or team available to answer questions, or providing additional training sessions as needed. The goal is to make sure your field sales representatives feel confident using the software so they can fully benefit from its capabilities.
Best Practices for Optimizing Performance with Automation
When using field sales automation, it’s important to follow best practices to get the most out of the tools you’ve implemented.
There are three best practices to focus on:
Setting Clear Goals and KPIs
In my experience, the first step in optimizing performance with automation is to set clear goals and key performance indicators (KPIs). Goals should align with your overall business objectives and be specific to what you want to achieve with the automation.
For example, if your goal is to increase sales, set a target for the number of deals closed each month. KPIs can help you track progress and make adjustments when needed.
Regularly Updating and Maintaining Sales Technology
To keep your field sales automation running smoothly, you need to regularly update and maintain your sales technology. That includes making sure that all software updates are installed, any bugs are fixed, and that the system is always running at peak performance.
Regular maintenance ensures that your team can rely on the tools they’re using, without disruptions or downtime. It’s also a good idea to review your technology periodically to see if there are any new features or tools that could enhance your team’s performance even further.
Encouraging Consistent Usage Among Your Team
For automation to truly benefit your sales team, it’s important that everyone uses the tools consistently. Encourage your team to make automation part of their daily routine, from logging their activities to updating customer information in real-time.
I always point out that when everyone is using the tools as intended, you’ll have a more accurate picture of your sales pipeline. And then your team will be more efficient.
To reinforce this behavior, provide regular feedback on how the tools are helping the team achieve their goals. It can motivate them to keep using the tools and make the most of the automation.
Handling Resistance to Change
One of the most common challenges when introducing new technology is resistance to change. Sales teams may be hesitant to adopt automation tools if they feel that the current way of doing things works fine.
To overcome this, it’s important to communicate the benefits of the new system clearly. Highlight how automation can make their jobs easier and improve their performance.
Involving the team early in the decision-making process can also reduce resistance. When they understand how the tools will help them and have a say in the process, they’re more likely to embrace the changes.
Handling Technical Issues
Another challenge is dealing with technical issues that may arise during or after implementation. Automation systems, like any software, can encounter bugs or compatibility issues.
It’s important to have a plan in place for troubleshooting these problems quickly. Providing ongoing technical support and ensuring that your team knows who to contact when issues arise can help minimize downtime.
Regular system checks and updates can also prevent many technical problems before they impact your sales team’s performance.
Ensuring Continuous Improvement and Adaptation
It’s important to focus on continuous improvement and adaptation. Automation isn’t a one-time fix. It requires ongoing attention.
Regularly reviewing how well the system is meeting your goals and making adjustments as needed will ensure that it continues to deliver value. Encourage feedback from your team to identify areas where the automation could be improved.
The Future of Field Sales Automation
As technology continues to evolve, so will the tools and techniques used in field sales automation. There are three primary trends to watch for in the future:
Advancements in AI and Machine Learning
Artificial intelligence and machine learning are expected to play a larger role in field sales automation. These technologies can help sales teams by predicting customer behavior, analyzing vast amounts of data, and providing personalized recommendations.
As AI continues to improve, it will likely automate more complex tasks, allowing sales teams to focus on building relationships and closing deals. The ability of AI to learn from past data means that it can make increasingly accurate predictions, which can lead to more successful sales strategies.
Increasing Integration With Other Business Tools
Another trend is the growing integration of field sales automation with other business tools. Companies are seeking more seamless connections between their sales software and other systems like marketing automation, customer service platforms, and financial tools.
Integration like this will allow for a more unified approach to managing customer relationships and business operations. Your sales teams will benefit from having all the necessary information at their fingertips, making it easier to deliver a consistent and efficient customer experience.
Evolving Roles of Field Sales Representatives
The role of field sales representatives is also expected to evolve as automation continues to advance. While automation will handle more of the routine tasks, the human element will remain important.
Sales reps will likely focus more on relationship-building, problem-solving, and providing personalized service. The tools they use will enhance their ability to do this, but the core of their role will shift toward being trusted advisors to their clients.
The Many Benefits of Sales Automation
Field sales automation is transforming the way sales teams operate, boosting efficiency and effectiveness.
Veloxy simplifies your teams’ daily work and puts them in control. It’s an advanced software that lets them access all their essential business activities and info.
They have access to tasks, calendars, contacts, notes, and reports, all in one seamlessly integrated single app. Veloxy was meticulously crafted by top field sales professionals to enhance sales team productivity!
Get in touch today to find out how we can help your team!