Every sales department has its wish list: a streamlined sales process, quicker cycle times, higher revenue, and the tools to support rapid change and get to market faster. What gets in the way? Loosely defined and poorly integrated business practices that drown the sales team in data that’s disconnected from the enterprise systems’ front and back offices.
In many enterprises, what passes for sales automation is largely a system for capturing data, leaving manually created reports, spreadsheets, and forecasts to direct and channel sales teams – a model that results in frustration and inefficiency.
From data gathering to guided selling
With systems like Pega Sales Automation, the focus is on increasing sales revenue, fast-tracking the sales cycle, and, perhaps most importantly, enhancing customer relationships. It’s about intelligent, guided selling made possible by real-time analytics, intelligent sales guidance, and process automation between your front and back office.
Sales process management accelerates the sales cycle by automating the entire process from prospecting, lead assignment, and opportunity promotion through to the back office functions of configure, price, quote, enrollment, and fulfillment.
What this means is that you have the control to adapt and specialize user interface, functions, and screen flows for many sales teams and applications. With this control, you have more time to support your direct and channel sales teams more effectively, driving revenue and deals.
You’re able to update your pipeline, create new leads, and run campaigns to contacts. The social collaboration capabilities allow instant online collaboration across sales teams and with customers. At the same time, the system pulls in marketing automation data to give salespeople real-time recommendations for approaching prospects.
Personalized customer experience
With your customer information accessible from the sales automation system, your reps can see the history of the prospect’s interactions, from marketing to the sales conversation, and across individual, territory, direct, and channel sales teams – enabling your teams to understand the context of customer and prospect engagement. And they can do so on their smartphones, browsers, and tablets, no matter where they’re located.
This up-to-the-minute intelligence leverages predictive analytics and dynamic rules, along with best practices, to optimize the sales process so that the details of customer engagement can be tailored to each individual encounter.
With a system like Pega Sales Automation, you can make your sales process a competitive differentiator, handle complex go-to-market processes, and deliver a seamless customer experience.
For more information, watch the video showing how Pega Sales Automation can work for you.