By Todd Gracon
Sales, like any form of persuasion, is an art. A smooth sales cycle is like a beautiful painting, where individual elements are brought together with masterful finesse. If even one element is out of place or poorly executed – if the lighting is off or the perspective is sloppy – the entire painting suffers; so, too, in sales.
But sales is also a science that can be analyzed empirically. If it were an equation, it would look like this:
Average Deal Size × Likelihood of Close × Number of Deals ÷
How Much Time You Have to Move Them Forward
It’s important for sales professionals to have a solid grip on both the art and science of sales. Today, it’s much easier to do so thanks to emerging technology. In fact, according to a Salesforce survey, high-performing sales teams use about three times more technology than underperforming teams. Here are a few ways I’ve seen sales professionals leverage new tech to be more productive, waste less time, and sell smarter.
Make Time for Your Art with Automation
In sales, time is crucial, and nothing is more frustrating for a sales professional than wasting their time. Efficiency equals money – and being inefficient can determine the size of your commission check.
Yet, every day, salespeople waste valuable time doing repetitive tasks like looking up contacts, updating leads, and logging demos. Every second spent on administrative work is a second you don’t have to meaningfully move forward in the sales cycle. The more administrative work you do, the less time you have to practice your art.
You can use automation to cut down on the amount of administrative work you need to do throughout the day. For example, a friend of mine created an automated workflow that takes any new email in their inbox, looks that email up in Salesforce, and creates a contact if one doesn’t already exist. The workflow also logs the new contact in Evernote; my friend gets a summary of all new updates to Salesforce via Slack at the end of the day, so he can easily track which prospects he has yet to follow up with.
That’s a simple example of how automation can fit into your daily life as a salesperson, but it’s by no means all that technology is capable of. I’ve seen sales pros create automated workflows to alert them of new activity on VIP accounts, send contract approval requests to a designated Slack channel, and more.
Leveraging Technology to Time Travel
I’ve written before about why time traveling is the most important skill a sales professional can cultivate. The key here is to remember that sales, as a discipline, is like spinning plates rather than juggling balls. You need to get processes going as quickly as you can while simultaneously ensuring no process ever loses its momentum.
The artistic aspect of this process is found in how you qualify prospects; a lot of the time, there’s an element of instinct that guides the decision. Are you asking the tougher questions? Are you giving them the “why”? Are you making it easy for them to make a choice? Do you identify potential proof points, make good use of social engineering, and get existing customers to sell on your behalf?
The science of time traveling can be tricky to deconstruct; there are so many micro-processes to manage. How do you know whether a process is inefficient or not? How can you tell when it’s time to get started on another step in the process?
That’s where analytics come in. It’s crucial for every sales professional to know how they’re performing according to certain KPIs. CRMs do a good job making pipeline analytics available to sales reps, but these measurements are only as good as the information available. If you have poor demo-logging or lead-updating habits, it’ll be harder to get an accurate picture of your pipeline and processes.
Intelligent automation and integration not only make it easier to keep records up to date; they can also open up new ways to measure your efficacy – and efficiency – as a salesperson. You can create a 360° view of every customer by pulling information from different apps into your CRM. You can see which marketing campaigns they’ve been most responsive to, for example, or whether they have any customer support tickets open. These are key bits of information that can help you strike while the iron is hot, as well as allow you to better analyze which of your processes could work better.
Sales professionals are constantly looking for ways to make more money and have more success. The smarter and more innovative ones know that technology isn’t to be feared; instead, it’s a tool they can leverage to up their sales game and scale their franchise. Regardless of the process you want to optimize, chances are there’s new tech that can help you do it!
Todd Gracon is the VP of sales at Workato, the world’s first intelligent automation platform. As a sales executive with 20+ years of experience and an MBA from UC Berkeley, he has worked in roles ranging from selling and architecting to developing and consulting. Todd is passionate about disruptive and innovative approaches to problem solving; prior to Workato, he spent time at Accenture, BEA Systems, Oracle, and Tableau.