Selling is crucial for any business, this is obvious in every corporate environment.
However, as customers transform, they make the sales landscape increasingly unpredictable and challenging.
According to the consultancy of Mark Wayshack, 61% of salespeople consider sales much more difficult today than they were 5 years ago.
The complexity of the world has increased, you are probably spending more and more time trying to match up with the latest tips and trends.
This reduces the time that could be devoted to carrying out activities that are more important to your company’s results.
According to a survey carried out by EY (Ernst & Young), more than half of the interviewed managers are working more than 40 hours a week and approximately 40% of them stated that the number of hours worked has grown considerably in the last five years.
How to simplify your activities and those of your team?
We know that keeping everything that must be measured up to date is complicated, tiring, and extensive work.
Still, many prefer to stick with manual processes, wasting their team’s time and increasing costs.
In this article, we will explain why the real estate market should invest in sales automation.
However, first, we need to clarify some points where many managers make mistakes when starting this type of project.
Automate is not impersonal
Unfortunately, there are people who are averse to implementing technology projects, they continue to believe that doing “old-fashioned” tasks is the best option.
The truth is that society is getting more and more used to self-service, it is possible to observe this with the digitization of different types of services.
According to studies conducted by Hubspot, salespeople spend only a third of their time talking to prospects. They spend 21% of their time texting, 17% of their time entering data, another 17% searching and trying to find new contacts, 12% in internal meetings, and 12% scheduling conversations.
By automating tasks not properly related to sales, we were able to improve these indicators, as we will see later in this article.
Automating tasks will solve all problems
Although the application of technology in processes promotes increased results in several aspects, we know managers who “romanticize” what is possible to be done with the current state of the art.
The real estate sales process is extremely changeable and dynamic, a property is an acquisition that is made few times in life, we know from the long sales cycle in our market.
As mentioned in the article, How technology can help builders and developers increase their results: Technology that does not generate results is useless.
Before all technological tools, there are people, when hiring a solution for managing your sales team, you must ensure that you are making the best option.
There’s no point in forcing your team to use a solution that makes your routine even more complicated, so the situation will only get worse.
We map the main problems faced by the sales team of construction companies and developers, identifying bottlenecks and areas for improvement in order to promote a specialized solution to the segment.
We have been in the market for over 15 years and our clients include major players in the market, talk to one of our consultants and learn more about the solution by clicking here.
Now we present the main advantages of investing in sales automation.
74% of companies do not manage their sales indicators well. (Sales Hacker, 2018)
“If a man does not know where he is going, any wind will be favorable to him”
The management of indicators is crucial to indicate if your company is reaching the proposed objectives.
Without indicators, it is practically impossible to predict future results, leaving the entrepreneur at the mercy of market fluctuations.
Revenue predictability is the guarantee of security for a company to invest and expand.
By automating your processes, you will have more assertive indicators, since manual activities are reduced.
When we talk about automation, we immediately think of making the processes faster and simpler.
Okay, this happens, but many do not pay attention to the speed of customer service.
People are more impatient, and response time is an increasingly important factor.
Removing blocks, facilitating the journey to faster contact with your team, will certainly increase the number of prospects in your pipeline.
Delivering value to the customer in a short period of time is a possibility through the automation of some tasks in the sales process.
The survey carried out by Sales Hacker in 2018 shows that: 94% of managers do not fully trust their indicator data.
It is essential to have confidence in the data at hand, otherwise, this information is useless and is probably just generating expenses.
By automating the process, improvements and standardization of activities are guaranteed, reflecting increased confidence in the team’s results
Now that we have mentioned the main points to invest in sales automation, we will discuss how to start this journey.
Understand what improvement you want to promote
As we mentioned above, don’t be a fanatic believing that technology will solve all your problems.
If you don’t understand your team’s activities, it will be impossible to succeed with any implemented solution.
Before starting any project, it is necessary to verify that the solution fits the problems experienced by your business.
Our consultants are experts in identifying the technological maturity of your sales team, helping you in your next steps, you can talk to one of them by clicking here.
invest in tools
Once you understand which problem you want to solve and which solution fits your reality, don’t be afraid to go ahead and implement it.
Many projects end without even leaving the paper, if at least one test is not carried out, there is no possibility of identifying which solutions bring results and which do not.
New technologies are developed every day to solve some market pain, it is necessary to be aware of adventurers.
Investigating the company’s history and requesting success stories is a good way to prove which company is really promoting benefits.
Do not give up
When trying to implement a change in a company’s routine, we will face several objections.
When people are in their comfort zone, they tend to be averse to change.
At this point, the most important thing is to clarify with the team the benefits that the changes will provide in the short, medium, and long term.
In this article we discuss the reasons to invest in sales automation, clarifying some myths and providing tips for starting projects of this nature.