Sales automation refers to using technology tools like CRM platforms to optimize productivity on administrative sales tasks like data capture, pipeline visualization, customer communications, proposal generation, and call reminders. The aim is saving time for higher value selling activities.
Adoption requires training and optimization to match unique workflows. But properly deployed, sales automation increases efficiency, standardization, and scalability while providing invaluable visibility through integrated metrics.
Leading solutions apply artificial intelligence like predictive lead scoring, virtual assistant guidance, and process recommendations. However, automation should augment human selling efforts, not fully replace them. When adopted companywide, sales automation enables sales leaders to manage a productive team at scale.