Sales Process Automation: The Good, The Bad, and The Ugly

Did you know….”nearly two-thirds (64.8%) of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35.2% for functions related to selling.” (Forbes) 

Of  that ~65%, typically about half of that time is wasted on inefficient processes or a lack of process set out by the organization or data management. You might be thinking: “Well, let’s fix it!” With hundreds upon thousands of sales technologies out there, it can be tempting to implement as many as possible to attempt to make your sales process faster and more efficient. The challenge is, when companies automate too much of their sales process, they may be actually creating MORE inefficiencies or diminishing their return on investment and even decreasing their lead conversions. The challenge with sales automation is finding the right mix of technologies to maximize ROI and maintain your brand image. 

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