Automated sales for sales

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if you're a business owner 95 of all the sales videos that you're going to see on this platform are always going to be talking about how you can book more meetings generate more leads close more deals but what this video is about to go into is the red-headed stepchild of sales what is that it's sales operations so if you're in a sales team that's under five sales reps this video probably isn't going to be applicable to you because you have to scale the dirty way once you have over five sales reps it becomes more of a sales organization you're really going to want to start thinking about sales operations so in this video we're going to go through the top 10 things that you should be automating in your sales process to make your sales managers more efficient with their time your sales reps more efficient and on your weekly sales calls and leadership calls being able to understand what data and metrics and kpis should be tracked and numbers that you should be paying attention to so let's get into it the first thing you're going to want to be automating is your pipeline so the biggest problem problem with sales reps and I've been one of these is they don't update their numbers right they get paid on setting meetings or closing deals that's what their focus is on their focus is not on bookkeeping updating tags updating pipeline stages adding notes into the pipeline right that's what they're really not good at so you want to make sure that they waste as little amount of time as possible on doing the bookkeeping inside of your CRM so what you should automate inside of the pipeline so whenever someone books a call on your calendar there should be an automatic pipeline stage that gets moved into a meeting booked type stage that's number one a big thing to use in the automation process is tags so a sales rep adds One Singular tag and from that you could automate three to five to ten actions inside of your CRM based off of that one action so instead of them having to do those 10 things individually all they have to do is just add a tag and everything else in the background is taken care of for them so in our internal sales team what we always like to do is call qualified call unqualified if they add in call unqualified they're going to be moved to a nurture stage that nurture stage is then going to automate a nurture email sequence that Prospect will then get emailed every 15 to 30 days automatically the sales rep doesn't have to worry about it if that call is qualified then it's going to automatically move them into a qualified meeting showed and then from there there's going to be a task that's created for the sales rep to send a follow-up email it's going to ask them what their forecasted sales close rate it's going to add in a date of expected close usually about 30 to 45 days down the road so we can forecast properly number two you should have notifications when a new lead books a call so if you're like me or any other business owner you're probably on slack right so if a new lead books a call there should be an automation or if they fill out a form there should be an automation inside of slack saying boom new lead inbound name email the attribution Source right they they came from an ad they came from organic there should be a link to the CRM so the rep can easily click on that new inbound lead give them a call book them on the calendar you should also at the channel so everyone gets notified speed to lead matters you should be calling every opt-in lead within the first 5 to 15 minutes of them submitting their information number three sales reporting data analytics you want to be a data driven sales organization making decisions on a day-to-day basis based on the data that you're tracking but most important part about that sentence is the data that you're tracking so what data should you be tracking you should be tracking data in regards to the setting process how many leads inbounded of those leads how many were called of those leads that were called how many picked up of those leads that picked up how many were qualified or unqualified of those qualified leads how many book to call now I've backtrack to what I just said if all those things happen there should be a tag that's created that automates now the reporting process so you can pull data and reports based off of these tags that automate those other processes in your pipeline on a closing percentage how many book calls did I have this day on the calendar of those calls how many showed of those showed how many did I actually pitch or give the pricing to of those how many get a contract what are hot leads which leads actually closed in that specific Day sales qualifications so you should be qualifying each single call that happens right the best acronym for this is bant budget Authority need and timeline budget do they actually have dollars and cents allocated to the product or service that you're selling Authority do they actually have the authority to sign on the dotted line or are they to the decision maker need do they have an inherent need for a product or service that you're selling timeline are they going to be making a buying decision within the constraints of your sales cycle 30 45 60 90 days if they meet three or four of those qualifications they are then a qualified lead why does this matter in tracking and Reporting so now we can see of the leads that are qualified for Budget Authority and timeline have this close percentage the people who are Authority needed time timeline not budget what is their close percentage so you can better understand that if a lead hits those three or four qualifications this is their expected close rate based on the qualifications internally end-of-day reminders so in slack you can go to settings workflow Builder you can set an automated Channel message that goes out at the same time every single day to a specific channel so you should have a channel for your Setters a channel for your closers a channel for your sales managers right at the end of every day say five or six pm Eastern Standard Time there's gonna be a message saying hey comment in this thread with your daily end of day numbers how many calls did you make how many pickups how many both calls or closer how many calls are booked how many showed how many clothes how many got to pitch having those on a day-to-day basis is going to be able to help you track those metrics and create a habit for your sales people to be on top of the ball and report on what they do and what you pay them for post call follow-ups this is huge you want to make sure that you're messaging the prospects a follow-up or a reminder or a thanks for meeting email or text message after the call so after the call is ran the salesperson adds a tag you know qualified meeting showed boom there's then an Automation in your CRM after 5 or 10 or 15 minutes it sends an automated email saying hey thanks for your time today this is where we explain X Y and Z sales onboarding so when you close a client this is the peak of their interest in your company your product your services when they're at their absolute happiest with you right so once you close a deal add a tag or update the pipeline stage of closed one deal from there it should automate the onboarding steps what we do is we send a text saying hey this is the founder of the company just got the good news really excited for you to join the team here at automated Revenue keep an eye out in your inbox for a couple of emails coming through with your onboarding steps two minutes later we then sent an email with all their onboarding steps once they fill out that onboarding there's an automation into a Channel with our clients success managers they're able to onboard that client so essentially it takes out all the guesswork and if they have back-to-back calls they're not going to onboard that client until they in the day you want to capitalize on that signed contract on that cash collected so if you're watching this video if you got to this point you've heard everything I've said and you're like hey I'm not really tracking that what you should be doing is investing in a sales Ops either take a course hire somebody whose sole focus is sales operations this is going to help you become more data driven and adding in sales Ops is going to help you close anywhere from one to three new deals that you wouldn't have closed if you're not tracking these types of things or automating these types of things than you are today like And subscribe