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Sales Automation Software: How to Sell More with a Smaller Team

5 min readMarch 21, 2023

Salespeople only spend 30% of their time selling, with the other time dominated by repetitive and administrative tasks. But with the help of sales automation software, teams of all sizes can streamline their sales processes and stay ahead of the competition. Automation tools can handle the boring work like data entry and lead tracking while sellers focus on what they do best – selling!

One of the most significant benefits of sales automation is that it helps small teams stay organized and on top of their sales activities. No more scrambling to find that one email from a prospect or forgetting to follow up with a hot lead. With automation tools, salespeople can easily track their leads and deals in a centralized system, set reminders and alerts for follow-ups, and generate reports to track their progress. It’s like having a personal assistant who never forgets.

Sales automation software is more than just making your team more organized and efficient. Imagine being able to send personalized emails to your prospects and customers at scale with just a few clicks. Instead of generic “Dear sir/madam” messages, small teams can send fun and engaging emails that capture the attention of prospective buyers. And with sales analytics and reporting, they can track their performance and celebrate their wins, whether that’s a new deal or a record-breaking month.

Here are 5 specific ways to leverage sales automation software to sell more with a smaller team.

1. Prioritize the right leads

Figuring out which leads to reach out to and when to reach out remains a massive challenge for sellers. Sales software has become far more effective at automating large percentages of the work it takes to cultivate and develop leads into opportunities, but there are still some gaps.

Data hygiene can be a big factor in this challenge. Often reps are confronted with a CRM filled with old or duplicated data and have little clarity on where to start their day or what leads are a poor use of time. Sales automation software should always integrate with your CRM so data stays up-to-date and actionable.

Reps commonly spend their time prioritizing whatever leads seem the most opportunistic, but in many cases this is at odds with the strategic direction set by leadership.  Data-driven sales automation software takes leadership strategy into account along with historic data and pipeline forecasting to present reps with a list of exactly who to reach out to at what time.

2. Quickly prepare for each interaction

No one would argue with the fact that reps need to be prepared for every interaction they have with a potential buyer. After all, personalization is key to cutting through the noise. But often, reps spend too much time searching for the information they need before connecting with a prospect. Even worse is when reps face too much friction when trying to uncover the right info and simply decide against making the call as a result.

Here are some ways your team can use sales automation software, specifically conversation intelligence, to work smarter not harder:

  • Read the notes added to the buyer’s record in your CRM
  • Check conversations that have already happened with this buyer and listen to key parts that are automatically surfaced by conversation intelligence
  • Search conversation transcripts, recordings and emails to discover buyer challenges, existing solutions in place and more
  • Weave these findings into your conversation to get meaningful insights into buyer challenges and needs faster

3. Know exactly what to say and do in every conversation

Once reps have figured out which leads to prioritize and how to connect, they need to know what to say. All the preparation in the world won’t stop a rep from facing something unexpected in a conversation. How can you prepare your team to handle objections, competitor mentions and technical questions during their conversations?

You can’t rely on sales training alone. 90% of information is forgotten within a month, and sales training is no exception. Sales automation software with real-time guidance triggers notifications based on what is said and not said during live conversations. For example, if a competitor is mentioned during a discovery meeting then a notification will automatically pop up containing a suggested response to that competitor along with a link to your team’s battlecard.

This type of sales automation software is next-level. Revenue.io’s patented technology is the only platform that guides reps in the moments that matter.

4. Rely on accurate opportunity analytics

Many types of sales tracking software include opportunity analytics. The value goes without saying: it’s immensely helpful for setting quotas, predicting revenue, strategizing and more.

Make sure your platform is set up to track important metrics such as leads, opportunities, and deal value. This will give you a clear understanding of your sales pipeline and highlight any bottlenecks that need attention.

Don’t forget to regularly monitor your opportunity analytics to ensure that they remain accurate. This will enable you to make any necessary changes to your pipeline management process and adjust your sales strategy as needed. Regularly reviewing your deal health can help you stay ahead of the competition and maximize revenue growth.

5. Automate all task creation and data collection

With 41% of reps wasting too much time creating follow-up tasks, something as simple as automating task creation can work wonders for your team’s productivity. It goes without saying that sales automation software should be able to generate follow-up tasks directly within reps’ workflow.

Reps shouldn’t have to spend lots of time on manual data entry, either. A proper sales automation platform should automatically capture every sales engagement activity, including text, email follow-up, voice, video meetings and more, right in your CRM. The Revenue.io platform does all this and more, capturing both quantitative and qualitative data directly in Salesforce.

Revenue.io sales automation software

Reps need dynamic sales sequencing that prioritizes cadences based on engagement data, intent data and more. This is the only way to make sure they’re focused on targeting the right accounts and driving more pipeline.

Revenue.io sales automation software creates a prioritized sequence of leads to contact based on how well they fit your target buyer profile, how often they have been contacted and any other relevant criteria in your sales playbook. Your reps will know who to engage with, what channels to use and what to say every single time. Learn more here.