When it comes to the business world, ROI and profitability are the main goals. Achieving these goals isn’t always as easy as it sounds. However, there are a lot of intricacies when it comes to marketing and sales that are often learned by trial and error. One of the key ways to extend your brand and boost sales is to have marketing and sales on the same page. Too often, these two areas of the company are in separate corners, when they should be integrated together. Marketing automation is beneficial to the sales team as well, allowing everyone to work together to achieve these common goals. There are a few distinct ways that marketing automation directly benefits the sales team.
1. Marketing Automation Breeds Manageability
One of the toughest things for the sales team to do is juggle leads. Confronted with a day full of sales calls, leads are hurriedly written down on notes, tapped into smartphones to be forgotten, and simply lost in the huddle. Integrating CRM software with the sales force makes managing leads so much more efficient. Now the sales team has an easy way to store and return to leads. Integration software allows the sales and the marketing team to work together.
2. Right Leads at the Right Time
When studying marketing automation analytics, the marketing team can funnel leads to the sales force at the appropriate time. For instance, when a lead acts in a certain way, they are assigned a value. Only when a lead meets a certain value criteria are they then sent to the sales team. This prevents the unwanted outcome of sending a lead who’s not ready to buy, which often has a poor outcome.
3. Results in Real-Time
It highly depends on the type of CRM software that you’re using, but a majority of the most user-friendly software on the market today has real-time analytics for the sales team. So, as marketing is preparing their next campaign, the sales team can look at the present results in real-time. This also allows the sales team to look at, and acquire, fresh leads whenever they desire to, without waiting for a report from the marketing team. This ensures a fresh lead gets acted upon immediately.
4. Using Automation for Management
In lieu of having a physical sales manager, using automation software with your sales team allows the team itself to add notes to every lead’s record. The team can run reports, read analytics, and look at real-time results – all functions of a physical sales manager. While integrating software doesn’t necessitate the need to eliminate your sales manager completely, it can take some burdens off of the position, allowing your team to be more responsible for procuring and maintaining their own leads.
5. Continual Support
One of the main foundations of CRM is procuring and keeping customer support after the sale is finalized. Most businesses would prefer more than a one-time customer. With automation, the sales team has the innate ability to check back and perform follow-ups. Often, a salesperson forms a bit of a relationship with a prospective lead, only to be dissolved as soon as the sale is finalized. Using marketing automation and integrating it into CRM software is a good way to ensure customer loyalty.
If you’re in need of marketing automation services to help increase your ROI and extend your brand, ITVibes can help. Proudly serving the Houston area and beyond, contact us today to learn about our many digital marketing and marketing automation services.