If you have ever lost a deal because you forgot to follow up with a prospect, spent a lot of time adding leads to your Customer Relationship Management (CRM), did not follow up with leads in order of best fit, or a bunch of other reasons, this article is for you.

As you build your brand and increase your leads and conversions using videos for sales, you will want to automate your sales process to ensure things run seamlessly.

What is sales automation?

Sales automation refers to the mechanization of manual, time-consuming sales tasks with the use of software, artificial intelligence (AI), and a variety of other digital tools. The objective is to manage or own responsibilities that sales reps and managers find themselves doing daily, weekly, or monthly.

Why go for sales automation?

Sales automation boasts the following benefits: 

  • Boosts the productivity and performance of your sales reps.
  • Significantly improves your efficiency.
  • Raises your accuracy and quickens your sales process.
  • Helps you ensure you do not lose your leads
  • Streamlines and simplifies the quality of your sales tasks.
  • Greatly minimizes the response time to ensure customer satisfaction. 
  • Helps maintain your data consistently across your sales organization.
  • Enables the efficient use of scarce resources such as a small sales team or limited budget.

Sales Automation CRM

Your CRM tool is an integral cog of your sales automation process. Your sales automation processes will not function well without a robust CRM.

You need to get yourself an excellent free CRM software to handle your customer relationship management and sales automation. 

CRM software allows you to track, organize, and nurture your leads and customers with ease. Some of the CRM software’s integral automation tasks are rep outreach, contact data, prospect activity, and so on.


How does sales automation software help sales reps?

As you probably know, sales reps have a ton of responsibilities to take care of. Using a sales automation software can help your sales reps in the following ways: 

Lead enrichment

The more you know about your prospect’s industry, size, budget, company, responsibilities, social media presence, vendors, and other vital details, the easier it will be for you to connect and forge a relationship with them.

Sales email automation

Maybe you want to send your prospect multiple emails in a row if they do not reply to the first. You can use Hubspot Sequences to do this. You can create an email marketing campaign personalized to the prospect and add personalization tokens for their company and contact details. You can add unique information to make your messages seem natural and human. You can also choose to stop the messages when the prospect replies.

Email templates

You may want to avoid copy-pasting messages, or typing them out for each email, from scratch. To boost efficiency, consider using email templates. You will have to draft master versions of the emails you send regularly and treat them as templates. Then, open the template and customize it for each prospect. You can add personalized tokens and details unique to each recipient. 

How does sales automation software help sales managers?

As you can imagine, sales managers have an entirely different set of responsibilities they need to cater to. Here’s how sales automation can simplify their tasks: 

Lead Rotation

It is no secret that assigning leads manually is a tedious process and takes up too much time and bandwidth, which you could spend doing other important tasks. Furthermore, you run the risk of making mistakes and losing your leads. Instead, you could consider using an auto-rotator or your CRM software to sort out leads based on company size, geographic location, and a bunch of other relevant criteria. This way, you increase your efficiency tenfold. 


Here’s another task you may have to take care of. If you are in charge of a sales team, chances are you are spending more time than required, drafting reports and sending them to multiple team members. If you want to save time and be more productive, you can use your CRM software to make automated email reports. 

You can send your salespeople a daily stack ranking and a weekly report to your sales director. This way, you save time and keep your team productive and motivated. 

Lead Scoring

Lead rotation is one half of the equation. However, the more important half is scoring your leads. If you want to ensure your sales reps get the best leads, consider using a lead scoring system. This system makes use of behavioural and demographic data to evaluate a lead to see if they qualify. This way, you get your sales reps to prioritize your leads. 

However, before you invest in a lead scoring system, you need to make sure you get enough leads to begin with. If you do not have too many leads coming in, you may want to focus on lead generation first. 

You need to have enough, correct information. You can look at sources like online behavior, social engagement, data enrichment tools, and lead capture forms. 


There you have it – a simple, straightforward, and streamlined guide to sales automation. If you are a budding brand and want to boost your leads and convert them effectively, you will need to automate your sales process, especially as you grow your business. 

sales automation tools