Sales in a Form of Software

Why do so many companies invest into automation or in other words building software which substitutes human manual processes?

There are two major reasons, I think.

First, it’s done to get rid of the variable cost (VC) component. Your fixed costs (FC) are the cost of the team building the software and the infrastructure. When you launch a fully digital sales initiative targeted at your existing clients, there are no difference if you launch it for 1.000 clients or 10.000 clients, while in the classic human sales, VC will be sizeably higher in the second case. ?

Second, software comprises the knowledge about your business processes and clients. In human-based sales there is always a task to detach the knowledge from the sales rep to CRM, which is always a challenge. Partially, because it’s boring to fill in all sales meeting reports, contact data, key customer insights. Partially, because the database of the clients and related data can be capitalised in form of a higher salary when choosing a new employer. That’s a dull reality of sales. Software is company’s very dedicated partner in that context, hence the rising of investments in fully digital sales.