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Sales teams face unique hurdles at year’s end. Meeting quarterly and yearly quotas gets exponentially more challenging when holiday breaks and distractions compete for attention, bringing productivity to a screeching halt. Add in the many outstanding sales proposals and contracts waiting to either be moved forward or finalized, and sales teams are going to feel the pressure now more than at any other time of the year.
The problem is that most teams traditionally rely on manual processes to tackle their workload:
- Mountains of documents have to be produced over and over again at every stage of the sales cycle—from initial quotes and proposals to contracts and negotiations, not to mention regular reports on the current pipeline and new opportunities.
- Account updates have to be entered into Salesforce continually, creating the worry that everyone is not working off the same information.
- Drafting, reviewing, and approving contracts in a timely manner ends up being a fantasy more often than a reality.
So it’s no wonder manual document processes and data entry create extra anxiety and confusion. Worse, the manual work burns through precious hours no one can spare—especially with the end of the year fast approaching.
When sales teams take a shrewd look at their progress over the last three quarters, they have to wonder: could any of it have been improved or accelerated by simply working in a different way?
The answer is clear. If you want to improve workflows, speed up the sales cycle, and earn last-minute sales wins to meet or exceed your goals, you have to automate.
It doesn’t take much scrutiny to realize that manual processes are a waste of time and a drag on revenue goals. In fact, an average sales force’s win rate is under 50%. But sales teams who automate their documentation get a leg up over their competitors in a few important ways:
- Speed. Everything gets faster when you automate. Templates make document creation quicker and easier. Pre-populating data fields and inserting pre-approved terms and conditions help speed up contracts and negotiations. And syncing updates and changes back to Salesforce ensures quick access to the most up-to-date information.
- Confidence. Spending less time and effort on creating and managing documents means your team can spend more time with prospects and existing customers. Sales reps can up-sell and renew contracts more easily, thus reinforcing revenue streams. And the team as a whole is freed up to go after new opportunities, boosting energy, morale, and performance.
- Efficiency. It’s all about knowing what to target. Automating Account, Contact, and Opportunity records in Salesforce means that finding the best wins is no longer about looking for a needle in a haystack. Use mass record updating, in-line editing, and quick reporting to give everyone a view into the most accurate information to identify exactly what and whom to focus on.
When sales teams no longer have to worry about manually producing, editing, reviewing, and approving sales documentation, the extra time and energy they gain through automation can be spent doing what they do best: selling. It’s a win for reps and managers, revenue targets, and the business as a whole.
Year-end budget? Spend it on sales document automation
Knowing how sales workflows and output can be improved by automating documents makes it more obvious where to spend leftover budget. Investing in Salesforce-integrated automation tools helps sales teams successfully close out the year and be poised for even greater returns in the new year.
To learn more about how sales document automation can increase your speed, confidence, and efficiency at year’s end, download Conga’s ebook “The Path to Year-End Efficiency: Making the Most of Your Use-It-Or-Lose-It Budget.”