Don't allow manual actions, automate!

What share of the sales processes routine can be automated? Based on our research, in B2C around 90% and up to 75% in B2B segment. Creating contacts in CRM, autoresponders, follow-ups, moving leads through sales funnel - it's a piece of automated workflows where is no need for our sales managers to waste a time doing this job manually, as they need to focus on the activities, which will generate more value for the business: a detailed understanding of customer needs, building trusting relationships and step-by-step moving of our potential customer through sales funnel to the contract. Automation is key for better performance and future sales/business scaling, and there is an algorithm to build a great automation process:

1. You need to crumble on molecules your sales process and customer journey. Write down key stages.

2. You will receive dozens of if/what questions for key stages (as customer journey will be different for customers: one customer will fill the contact form on the website and another will call you, for instance). 

3. After you have key stages and what/if description you need to find a tool or tools which will automate the process. Zapier can help to integrate a lot of processes if there is no direct connection between tools. Different integrations possible:

* website contact forms to CRM;

* emails send-outs to CRM (if you are using different tools);

* internal system to CRM and etc.

Our advice: it's better to spend 2-3 months for processes description and automatization and then receive months or years of the time economy of your sales team.