Beyond individual lead tasks, an area primed for automation is opportunity and deal workflows. CRM systems allow detailed automation of multistep sales processes through configurable workflows. For instance, a company can set a series that qualifies a prospect, moves them to a sales stage, triggers the creation of documents, notifies accounting to set up contracts, and more - all with minimal manual touchpoints.
This level of automation reduces friction in moving opportunities through the sales funnel. It also promotes compliance by enforcing process best practices. Sales reps spend less time navigating between systems and more time engaging prospects to know the next logical steps will occur autonomously. Management gains visibility into adherence to methodology.
Customized Automation Fits Unique Processes
A major advantage of lead management software is the ability using the moj database to highly customize automation rules and triggers. Out-of-the-box features cover common scenarios, but each company operates differently. CRM administrators can build their automation programs to align with unique internal systems, terms, and KPIs.
For instance, a business with a multistep trial-to-purchase process may automate the journey differently than a traditional sales cycle. Custom automation allows adapting to specific nuances while maintaining consistency. It is also easy to continually optimize workflows based on ongoing analysis of performance metrics and process refinements uncovered over time.
As processes evolve, CRM automation can evolve in lockstep through configuration instead of major overhauls.
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