Sales Automation: find out what it is and see how to make CRM work for your salespeople
Posted: Tue Jan 21, 2025 3:22 am
Sales automation is an extremely important process for companies of all sizes and in all niches. It helps automate processes and enables the sales team to serve more and better prospects and customers.
In this article, we explain what automation is, what its benefits are and how to apply it in practice using a CRM tool .
What is sales automation?
In the literal sense, automation is when we replace human labor with work performed by machines or software. In sales automation, we refer to automating commercial processes with a focus on CRM software , that is, Customer Relationship Management.
This methodology creates rules and actions that, when applied in sales, eliminate the need for an employee to manually monitor all stages of the process. This optimizes time, eliminates bottlenecks and offers personalized service, helping salespeople to focus on the decisive stages of the sale.
Let's look at the main benefits of sales automation?
Benefits of Sales Automation
Improved productivity: when there is a repetitive task that does not require human interaction, why waste your sales team's time doing it? By automating this type of task, you will have a much more engaged sales team with more time to take care of customers. Not to mention that the team can provide much more personalized and friendly service.
Structuring the sales funnel: do you know how many deals are in progress? Or how many new leads are contacting your salespeople? By structuring and automating your sales funnel, making it visible and accessible to everyone involved, you enable greater control over opportunities, which makes the day-to-day life of everyone in sales easier. This way, the entire team knows what is happening and can work more actively towards achieving goals.
Cost reduction: when we optimize processes, we free people up to work on what really matters, meaning they have more time to focus on what brings the most results. As a result, costs are reduced, as the chances of losing business opportunities are greatly reduced. This saves money and also avoids stress and overloading your team.
Improved team management: a well-structured funnel shows the performance of each salesperson, making it possible to see areas for improvement. Imagine how great it would be to help a salesperson who hasn't been able to reach their goals? By controlling the funnels and results achieved, you can better manage your team, increasingly improving their performance.
Now that we have seen the benefits of automating business processes, let's see which ones we can apply in our daily lives.
Image with a blue background, written Best CRMs on the market: a comparison uruguay telemarketing data to help you choose yours. In the image there is a computer with the Bitrix24 screen.
What processes can you automate?
As we have seen, the focus on process automation should be on repetitive and more operational actions, where human intelligence is not required. We can make this type of substitution using specialized software. For example, here at Br24 we use Bitrix24.CRM .
CRM works like a database with all customer information, and it can also manage the sales workflow, automating a wide range of customer service tasks. Here are the main processes you can automate:
Qualification and distribution of leads: in a manual system, when a lead enters the database, the sales manager must analyze each one, qualify and forward the opportunities to the team. By automating processes, it is possible to perform these tasks automatically, using pre-defined criteria that are in accordance with the team's SLA. Here at Br24, we integrate our CRM with Chat Booster, a chatbot that pre-serves leads, classifies them and forwards them to the salespeople in the queue.
Learn more in Chatbot CRM: How to qualify your leads automatically
Customer relationship: after the lead's first contact with your company, or even after becoming a customer, it is extremely important that the relationship is maintained in the best possible way. You can nurture your leads via email through pre-established automatic messages or using other platforms, such as WhatsApp. Currently, WhatsApp is one of the largest sources of sales conversion, due to its agility and the number of active users. Here at Br24, for example, we use PowerZAP WhatsApp API , which integrates the platform with Bitrix24.CRM.
PowerZAP WhatsApp API
Using these two powerful tools ensures that all information and messages exchanged with contacts remain within the CRM and you can even automatically send nurturing messages, directing the lead towards conversion.
Read the article WhatsApp CRM: How to efficiently insert it into your sales process
Day-to-day actions: with a CRM, you can schedule meetings, manage emails and calls, and assign tasks based on the data collected and sent to the system. With each change/advancement of the lead, simple tasks, such as those mentioned above, can be performed automatically. And the best part: everything is stored and you can monitor it and even generate reports on what was done.
Closing the sale: this is the most anticipated step in the sales process, right? Now, imagine being able to sign contracts automatically, saving your salespeople time? Currently, electronic signatures are the best way to speed up the sales closing process. In our day-to-day work at Br24, we use eSignature, an integration for Bitrix24.CRM. It uses the electronic signature system, and as soon as the status of our leads changes to the contract stage, our customers receive it automatically.
More details in How to increase sales productivity at the contract closing stage
Does your CRM support automation?
image with shades of blue, two people appear in the layout and next to it is written: 2 days of webinar to watch whenever you want click here.
Now that you know the benefits of automating your sales process, it’s time to find out if your CRM can do this for your business! Sales automation needs a tool to help you in this process.
It is very important to find the ideal platform to help you with this challenge.
With it, you can schedule messages to be sent to your leads, whether by email or WhatsApp. It should also have a well-structured funnel and store all contact data to help you make decisions about what is best for your team.
As we mentioned, here at Br24 we use Bitrix24.CRM , which is one of the most complete platforms on the market. With it, you can create advanced and fully customized automations according to your business needs. In addition, you can integrate it with other platforms to make your process even more complete.
What’s more, we are the leading Bitrix24 experts in Portuguese-speaking countries and have already helped over 400 companies optimize their operations with the platform. We also have the greatest experts in the tool who can help you implement sales automation in your company.
In this article, we explain what automation is, what its benefits are and how to apply it in practice using a CRM tool .
What is sales automation?
In the literal sense, automation is when we replace human labor with work performed by machines or software. In sales automation, we refer to automating commercial processes with a focus on CRM software , that is, Customer Relationship Management.
This methodology creates rules and actions that, when applied in sales, eliminate the need for an employee to manually monitor all stages of the process. This optimizes time, eliminates bottlenecks and offers personalized service, helping salespeople to focus on the decisive stages of the sale.
Let's look at the main benefits of sales automation?
Benefits of Sales Automation
Improved productivity: when there is a repetitive task that does not require human interaction, why waste your sales team's time doing it? By automating this type of task, you will have a much more engaged sales team with more time to take care of customers. Not to mention that the team can provide much more personalized and friendly service.
Structuring the sales funnel: do you know how many deals are in progress? Or how many new leads are contacting your salespeople? By structuring and automating your sales funnel, making it visible and accessible to everyone involved, you enable greater control over opportunities, which makes the day-to-day life of everyone in sales easier. This way, the entire team knows what is happening and can work more actively towards achieving goals.
Cost reduction: when we optimize processes, we free people up to work on what really matters, meaning they have more time to focus on what brings the most results. As a result, costs are reduced, as the chances of losing business opportunities are greatly reduced. This saves money and also avoids stress and overloading your team.
Improved team management: a well-structured funnel shows the performance of each salesperson, making it possible to see areas for improvement. Imagine how great it would be to help a salesperson who hasn't been able to reach their goals? By controlling the funnels and results achieved, you can better manage your team, increasingly improving their performance.
Now that we have seen the benefits of automating business processes, let's see which ones we can apply in our daily lives.
Image with a blue background, written Best CRMs on the market: a comparison uruguay telemarketing data to help you choose yours. In the image there is a computer with the Bitrix24 screen.
What processes can you automate?
As we have seen, the focus on process automation should be on repetitive and more operational actions, where human intelligence is not required. We can make this type of substitution using specialized software. For example, here at Br24 we use Bitrix24.CRM .
CRM works like a database with all customer information, and it can also manage the sales workflow, automating a wide range of customer service tasks. Here are the main processes you can automate:
Qualification and distribution of leads: in a manual system, when a lead enters the database, the sales manager must analyze each one, qualify and forward the opportunities to the team. By automating processes, it is possible to perform these tasks automatically, using pre-defined criteria that are in accordance with the team's SLA. Here at Br24, we integrate our CRM with Chat Booster, a chatbot that pre-serves leads, classifies them and forwards them to the salespeople in the queue.
Learn more in Chatbot CRM: How to qualify your leads automatically
Customer relationship: after the lead's first contact with your company, or even after becoming a customer, it is extremely important that the relationship is maintained in the best possible way. You can nurture your leads via email through pre-established automatic messages or using other platforms, such as WhatsApp. Currently, WhatsApp is one of the largest sources of sales conversion, due to its agility and the number of active users. Here at Br24, for example, we use PowerZAP WhatsApp API , which integrates the platform with Bitrix24.CRM.
PowerZAP WhatsApp API
Using these two powerful tools ensures that all information and messages exchanged with contacts remain within the CRM and you can even automatically send nurturing messages, directing the lead towards conversion.
Read the article WhatsApp CRM: How to efficiently insert it into your sales process
Day-to-day actions: with a CRM, you can schedule meetings, manage emails and calls, and assign tasks based on the data collected and sent to the system. With each change/advancement of the lead, simple tasks, such as those mentioned above, can be performed automatically. And the best part: everything is stored and you can monitor it and even generate reports on what was done.
Closing the sale: this is the most anticipated step in the sales process, right? Now, imagine being able to sign contracts automatically, saving your salespeople time? Currently, electronic signatures are the best way to speed up the sales closing process. In our day-to-day work at Br24, we use eSignature, an integration for Bitrix24.CRM. It uses the electronic signature system, and as soon as the status of our leads changes to the contract stage, our customers receive it automatically.
More details in How to increase sales productivity at the contract closing stage
Does your CRM support automation?
image with shades of blue, two people appear in the layout and next to it is written: 2 days of webinar to watch whenever you want click here.
Now that you know the benefits of automating your sales process, it’s time to find out if your CRM can do this for your business! Sales automation needs a tool to help you in this process.
It is very important to find the ideal platform to help you with this challenge.
With it, you can schedule messages to be sent to your leads, whether by email or WhatsApp. It should also have a well-structured funnel and store all contact data to help you make decisions about what is best for your team.
As we mentioned, here at Br24 we use Bitrix24.CRM , which is one of the most complete platforms on the market. With it, you can create advanced and fully customized automations according to your business needs. In addition, you can integrate it with other platforms to make your process even more complete.
What’s more, we are the leading Bitrix24 experts in Portuguese-speaking countries and have already helped over 400 companies optimize their operations with the platform. We also have the greatest experts in the tool who can help you implement sales automation in your company.