Sales teams face unique hurdles at year’s end. Meeting quarterly and yearly quotas gets exponentially more challenging when holiday breaks and distractions compete for attention, bringing productivity to a screeching halt. Add in the many outstanding sales proposals and contracts waiting to either be moved forward or finalized, and sales teams are going to feel the pressure now more than at any other time of the year. The problem is that most teams traditionally rely on manual processes to tackle their workload:
- Mountains of documents have to be produced over and over again at every stage of the sales cycle—from initial quotes and proposals to contracts and negotiations, not to mention regular reports on the current pipeline and new opportunities.
- Account updates have to be entered into Salesforce continually, creating the worry that everyone is not working off the same information.
- Drafting, reviewing, and approving contracts in a timely manner ends up being a fantasy more often than a reality.
- Speed. Everything gets faster when you automate. Templates make document creation quicker and easier. Pre-populating data fields and inserting pre-approved terms and conditions help speed up contracts and negotiations. And syncing updates and changes back to Salesforce ensures quick access to the most up-to-date information.
- Confidence. Spending less time and effort on creating and managing documents means your team can spend more time with prospects and existing customers. Sales reps can up-sell and renew contracts more easily, thus reinforcing revenue streams. And the team as a whole is freed up to go after new opportunities, boosting energy, morale, and performance.
- Efficiency. It’s all about knowing what to target. Automating Account, Contact, and Opportunity records in Salesforce means that finding the best wins is no longer about looking for a needle in a haystack. Use mass record updating, in-line editing, and quick reporting to give everyone a view into the most accurate information to identify exactly what and whom to focus on.