Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there.
Maybe, you lost a deal because you forgot to follow up with a prospect. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time.
All those issues and more can be at least partially addressed by incorporating automation resources into your sales process. They provide an effective way for sales teams to streamline certain elements of their efforts and, in turn, improve their organization's efficiency as a whole.
Sales automation has been becoming increasingly popular in recent years, and that trend isn't showing any signs of slowing down. Here are some stats that give some perspective on why that's happening — facts and figures that make the case for sales automation.
Sales Automation Stats
1. 61% of businesses leveraging automation reported exceeding revenue targets in 2020. (HubSpot)
2. 44% of sales leaders who will exceed revenue in 2021 use competitive intelligence and market data. (HubSpot)
3. "High Growth" firms — those that have recently experienced exponentially high growth — are much more likely (26.2% vs. 16.6%) to have a highly mature marketing and sales automation strategy in place, relative to their counterparts. (Hinge Research)
4. "High Growth" firms are about 31% more likely to have widely accepted and incorporated general business software automation than "No Growth" firms. (Hinge Research)
5. "High Growth" firms are 61% more likely to thoroughly incorporate automation into core business processes automation. (Hinge Research)
6. Companies that incorporate high-level automation into their sales process generate around 16% more leads compared to those that incorporate low-level or no automation. (Hinge Research)
7. More than 30% of sales-related activities can be automated. (McKinsey)
8. 77% of B2B buyers state that their last purchase was very complex or difficult. (Gartner)
9. 42% of teams using a CRM use it to automate meeting scheduling. (HubSpot)
10. 40% of teams using a CRM use it to automate content automation. (HubSpot)
11. 36% of teams using a CRM use it to automate quote generation. (HubSpot)
12. 34% of teams using a CRM use it to automate meeting follow-ups. (HubSpot)
13. 29% of teams using a CRM use it to automate rep assignments. (HubSpot)
14. 28% of teams using a CRM use it to automate lead scoring. (HubSpot)
15. AI adoption in sales has been forecasted to grow 139% between 2020 and 2023. (Salesforce)
16. Predictive intelligence adoption in sales is forecasted to grow 118% between 2020 and 2023. (Salesforce)
17. Lead-to-cash process automation in sales has been forecasted to grow 115% between 2020 and 2023. (Salesforce)
18. High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling. (Salesforce)
19. High-performing sales teams are 10.5 times more likely than underperformers to experience a major positive impact on forecast accuracy when using intelligent capabilities. (Salesforce)
20. 44% of firms using AI report a reduction in business costs in departments where AI is implemented (McKinsey).
Regardless of your industry or how your sales org is structured, there's a good chance your business stands to gain a lot from leveraging sales automation resources.
They can take a lot of the legwork, guesswork, and vulnerability to human error out of your sales process. And with so many automation tools at your disposal, you should at least consider folding one or more into your sales efforts.
Originally published Mar 29, 2021 7:30:00 AM, updated March 29 2021