CRM automation: 6 workflows to put your sales team at ease

As little as a decade ago, customer relationship management (CRM) software was just a whim: expensive software that only the biggest companies implemented.

Since then, however, a lot has changed.

CRM software is no longer expensive technology. With the large number of CRM options available in the market, it is now an affordable, customizable and versatile tool for businesses of all calibers from different industries.

In fact, according to Grandview Research estimates, over 91% of businesses with 10 or more employees use one. The benefits of CRM are obvious and proven.

However, some salespeople refuse to use CRM because they find the process too complicated and time-consuming. And in some cases, that may be true.

When companies fail to implement CRM automation, using this software can really be a burden. Conversely, companies that automate their CRMs reap many benefits such as shorter sales cycles, better productivity, and increased sales and revenue.

This article provides an in-depth dive into CRM automation, how your sales team can benefit from it, and how to implement the 6 CRM automation workflows your reps will use.

What is CRM Automation?

CRM automation refers to the use of dedicated CRM system functionality to delegate laborious and repetitive tasks typically performed by sales, marketing, and customer service teams to machines.

The processes that CRM users can automate vary greatly depending on the specific characteristics of each CRM system. The most common CRM automation workflows are:

Lead capture: CRM automation allows sales reps to automatically capture leads from a variety of sources, such as website forms, chats, messengers, social media, and email. Lead Qualification: Lead qualification helps qualify captured leads based on specific criteria. Lead routing: With CRM automation in place, all leads that enter the sales funnel can be automatically assigned to sales reps. Data Entry: Automated workflows would do this for them instead of updating customer records and entering data manually. Task creation: Every time a new lead enters the sales pipeline, responds to a communication, or moves down the funnel, the CRM can automatically create a task for the assigned sales rep to take an appropriate action. Lead nurturing: Automated CRM workflows can deliver targeted content and follow-up messages to prospects to keep them engaged and move them up the sales funnel. Sales forecast: CRM automation can generate forecasts based on historical data, current sales trends, and other factors. Sales Reports: Automated workflows can be used to quickly generate accurate sales reports and analyze customer data to gain insights into customer behavior and identify areas for improvement. How can your sales team benefit from CRM automation?

CRM automation can help sales teams achieve their goals and increase revenue by streamlining repetitive tasks, improving data accuracy, and improving customer loyalty and retention. But that's not all. Internally, these workflows also improve team collaboration and boost sales morale.

1. Increased efficiency of sales workflows

Many tedious and repetitive tasks that sales reps often get trapped in are now a thing of the past thanks to CRM automation. You no longer need to switch between tabs and copy and paste lead and customer information from different sources into the CRM. You don't need to log every interaction manually. And you don't have to keep your eyes peeled on the sales pipeline to avoid missing out on a new lead.

2. Improved Sales Team Morale

Increased workflow efficiency can dramatically boost sales rep morale. When reps are busy doing what they were hired to do in the first place, conducting discovery and demo calls, negotiating with customers, and closing deals, they feel much more satisfied with their workload. .

3. Higher levels of CRM adoption

According to a study by HubSpot, less than 40% of companies implementing a CRM can claim full adoption of the software. One of ...