However, it’s not simply about replacing pen & paper or human intervention. Automation brings the most cost-effective, error-proof results by eliminating the need for redundant workflows and inefficient siloes. In this post, let’s get to know one of the crucial business process automation – SALES AUTOMATION.

Sales automation is a software functionality that automates the repetitive tasks that are key to building simple and profitable customer journey. As there are N number of sales automation tools available in market catered specifically to tasks such as building a sales prospect list, qualifying leads, email marketing, nurturing, sales presentations and demos, and closing the deal or as an all-in-one product. With sales automation businesses report a 225% increase in prospects, which converted into sales opportunities. Sales automation is also proven to boost sales productivity by 14.5% and reduce marketing overheads by 12.2%.

Sales Automation vs CRM debate is hot in the industry; it still acts as an essential part of inside sales that creates win-win situation for the business and its consumers. Sales automation still need much larger traction, which can be empowered with the rapid advancement in technology with AI, ML and quick changes in the market. Business need to be always one step ahead to thrive, so let’s look at, how the sales automation is going to be in the coming years “the WILL BE”.

Businesses have already started to adapt to AI powered conversational Chatbots and tracking behavioural patterns of their customers to gain and retain the customer base. With all these, a relatively new term “HYPERAUTOMATION” has been introduced by Gartner Firm. Hyperautomation is a framework and set of advanced technologies for scaling automation in the Enterprise; which mirrors the Robotic Process Automation (RPA). The ultimate goal of Hyperautomation is to develop a process for automating enterprise automation and to capitalize on the data collected and generated by digitized processes. Businesses can utilize that data to make better and timelier business decisions.

With people, process and technology co-existing, the sales process in the future will be heavily impacted by digital presence and scalability of the business, AI and ML based tools and by Hyperautomation¹.

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Generally, businesses have separate departments for Sales, Marketing and Customer Success; they work towards their individual business goals on creating brand awareness, closing deals and Quality customer support rather than a unified business goal. When RevOps comes into place it increases communication between the departments and breaks down the silos.

As a central unit RevOps allows data transparency throughout the organization with integrated tools and solutions for all. With a shared data set for all teams, this structure puts together the insights, which make strategic decision making easier for stakeholders and Business owners. It recognizes the factors that drives revenue into the organization and identifies opportunities for growth.

Through better collaboration and visibility, RevOps focuses on closing the gaps in customer lifecycle with improved operational efficiency; Spanning Data, people, processes and technology with an accountability among teams. This leads to seamless co-working and unifies the operating rhythm for the company.

Who takes care of RevOps?? Is it Marketing?? Sales?? Customer Support or the entire Customer facing teams together??

In reality they are all part of RevOps, they work with a shared leader, who drives the Unified Revenue goal. Off late Businesses are setting up a separate team for revenue operations, led by Chief Revenue Officer or CRO. CRO brings together the above said teams to achieve the focus on their primary goal, revenue growth. In a startup environment, the CEO, COO or Senior Management personnel plays the role of Chief revenue Officer as well.

Let’s get to know more about revenue operations and automation of RevOps in my following posts.

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* Please click “share” below.

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The post RevOps – The Beginning first appeared on Merkat Intellekt.