No doubt you have seen it happen before. A once productive sales person loses focus, goes into a sales slump, and hits a professional wall. For a small business, sales burnout can cause a cascading series of disappointing sales figures, seriously missed projections and plummeting profits.
The good news is that there is something that can be done to help your sales staff avoid burnout. Small businesses utilizing sales automation software find success in warding off sales burnout. Why can that be said?
If you ask your sales force what the most discouraging part of their job is, you would likely hear that customer apathy is a large contributor to burnout. Sales people who feel forced to work with what they consider to be unqualified leads lose enthusiasm quickly. CRM software helps alleviate this problem in several ways.
Your customers’ lifecycle is vital to understanding and communicating with them. The customer lifecycle has been covered in our 3-Act Guide and includes every activity you take from the moment you interact with a prospect until you get referrals from a satisfied client. With proper planning and system management, sales automation through CRM Software gives your business the tools to meet your client’s needs, delight them and build a growing fan-base of dedicated customers.
Wouldn’t it be nice if there were a marketing genie who could look at your current strategies and tell you exactly how many emails to send to prospective leads, how many social media channels to utilize, and exactly where and when to reach your target audience? Unfortunately, marketing genies simply do not exist.
The good news, however, is that you can find answers to these questions by utilizing marketing automation with CRM software. Before considering how that can be done, it may be good to discuss why this information is needed in the first place.
No one likes clutter. No one likes disorganization. While those things can be merely annoying in daily life, they can be disastrous to the health of a company if it defines your marketing practices.
Marketing automation, if done right, unifies isolated systems into a harmonious whole. No clutter. No disorganization.
If it is done wrong — i.e. if you don’t create a carefully defined plan for how you want to use automation or if you don’t really have a recognizable process to automate — automation can be an exercise of futility.
And this is a where a high quality CRM software comes into play.
When tasks, documents, and information slip seamlessly from employee to employee, from department to department — when all of it just hums along with beautiful precision and efficiency and every employee knows exactly what his or her part is in the symphony — that’s when you really get a sense of the value of task and workflow management systems.
But from there it just gets better. The efficient work of the company surrounds the customer in a sea of consistency — as if they were floating in the calm waters of a tropical pool — and they feel empowered. They can approach the company at any point in the process and get consistent, useful, intelligent, and friendly replies (because the employee is so pleased with his orderly universe).
The customer then walks away happy, which leads to more business and positive word of mouth. The profits roll in. The employees bask in workflow management paradise.
For years, we’ve offered our customers the ability to connect their existing webforms to their BigContacts account. While our webform connector allows for a great deal of customization, it requires that you know someone with a basic knowledge of HTML. They insert some HTML code into your webform and use a special webform URL and key to automatically create a new contact record and load all sorts of information that you are capturing on your webform on your website. In addition to loading all this information, you have several other options to automate your process.
- You can choose to have BigContacts instantly assign a task and email to followup on the new lead
- You can choose to have BigContacts automatically create a new sales opportunity to put them in sales pipeline as a new lead
- Finally, you can choose to have BigContacts automatically generate a single email reply or an entire series of emails to be sent to this new lead
All of this is amazing stuff and can do great things in helping to automate parts of your business, but may be more than some need and for others may be a challenge if they don’t have access to someone that knows HTML. We’ve partnered with 123FormBuilder to allow anyone to easily create and embed a webform, survey, order form etc directly into your website or even your email signature to easily capture and load leads into your BigContacts account.