It’s hard to quantify how much work and energy goes into sales, but we know one thing is for certain: much of a salesperson’s time is wasted on menial tasks. Employees spend as much as 20-40% of their time searching for documents manually; and in terms of actual time, they spend an average of 18 minutes to locate each document. Luckily, this productivity wasteland can be avoided. In recent years, both workflow automation and customer relationship management software (CRM) have taken sales departments by storm and offered new ways to dramatically reduce this menial work.
While CRMs are built to help sales reps, workflow automation programs offer similar benefits to all employees of an organization. These platforms are designed to keep responsibilities and tasks organized; they keep track of project statuses and deadlines, and ultimately reduce unnecessary email traffic.
Each of these systems are incredibly helpful and efficient in their own right—but did you know that they can work seamlessly together? Here’s how:
Simplified Signatures and Approvals
In order for your sales team to thrive, their primary focus has to be on selling—not on internal distractions. This means that the time they spend on tasks like getting approvals and signatures for quotes, contracts, and sales discounts has to be reduced. And that’s exactly what integrating a CRM and a workflow platform can help with.
When you integrate your CRM and workflow automation system, you can kiss double data entry good-bye. Every time a sales rep initiates a new contract or quote approval task, the contact information stored in the CRM will flow into a sales rep’s “paperwork” and automatically be sent to the next point of contact—like the VP of Sales or the Chief Operating Officer—and continue to move through the entire approval process. Once the approval process is complete and all parties have signed, the most up-to-date document will be stored in the CRM—no printing or scanning necessary.
Automated End-to-End Process
Integrating your CRM and workflow automation platform not only eases the burden of gathering signatures from multiple parties, but also automates the entire end-to-end process. Where the document is sent before and after each signature is entirely automated, which means sales representatives don’t have to worry about printing, scanning, and routing the document to the next party.
OnTask, for example, takes this one step further by providing digital signatures. A digital signature certifies that the document has not been modified since the last signature, so sales reps can be sure that each approval is legitimate. So, whether your approval process is short and sweet or lengthy and complex, automating the end-to-end process helps sales reps put more valuable time back into their work days.
A Closer Look at Sales Reps’ Productivity
According to The Brevet Group, sales reps receive almost 600 emails per week—or about 120 emails per day. Now, let’s think about how many of these emails could be eliminated with automation: by using workflow automation to reduce the back and forth on quotes and contracts, sales reps can easily manage their other incoming emails and focus on nurturing client relationships.
Both CRMs and workflow automation systems are highly effective for what they’re individually designed to do. But together, they are greater than the sum of their parts. By integrating the two platforms, you’ll create an ideal solution that frees up valuable time and, ultimately, gives your sales reps the freedom to focus on long-term growth.