A recent Zendesk report suggests that 77% of businesses now understand the need for personalisation, primarily because it leads to enhanced customer retention. And to think that you can achieve that with a simply addressing your emails to your customers by their names.
In a world where people prefer connection over generalisation, your customer wants to feel valued and customised workflows and personalisation in your marketing strategies is the easiest way to achieve that.
1Channel understands that need and bridges the gap by offering customisation in the sales force automation software. Tailored to your busines’s goals, missions and the industry you are in, our SFA system moulds to your needs.
Curious about finding out how personalisation in SFA can boost sales and increase brand affinity? This guide will cover them all.
3 Examples of Personalisation in Sales Force Automation
The need for SFA and personalisation as a blend might come off as a surprise to many brands. After all, when you are automating your workflow, how does personalisation fit into the mixture?
Elements like data analytics, artificial intelligence and automation are the pillars that contribute to a customised experience.
Following are a few examples of personalisation in sales force automation software:
Customer-centric messaging – With automation already in process, personalisation means curating and sending personalised sales pitch or emails to the customers based on their past buying persona.
Tailored dashboards – For sales team to prioritise the right leads for better chances of conversion, there is a dire need for a tailored dashboard that enables them to prioritise their tasks.
Geo-specific insights – The need for location-based data and insights for the field teams is another example of integrating personalisation in SFA.
4 Reasons To Adopt Personalisation in Sales Force Automation
The reason businesses invest in marketing is to drive sales and revenue. What if we told you that integrating personalisation in the workflow contributes to 89% ROI? Sounds like a good deal, doesn’t it?
Given that 92% of the customers are already expecting a customised experience, following are a few reasons why you need to adopt personalisation in SFA:
- Your customers thrive and return to your business when they are loyal and have trust in the products and services you offer. Personalised interactions directly make the customers believe that you care. Even if it isn’t something grand, even a small effort in your automated communication, can leave a lasting impact. Try this: Instead of “Dear Customer,” replace it with “Dear Customer’s Name.” Let them know that your brand remembers its driving forces.
- Not just for customers, personalisation in sales force marketing automation also enable sales team to focus on what matters the most. The right SFA tool like 1Channel allow the sales team to prioritise leads, suggest actions and flag down high-value opportunities. At the end of the day, a successful day for a sales rep means a successful day for the business.
- Think of it this way, are you more likely to respond when someone addresses you randomly or are you more likely to respond when someone puts in the effort to call you by your name and remember the last conversation you had with them? Probably the latter, right? That’s exactly where personalisation comes into the picture in your sales force automation. It boosts conversion rates.
- Every business wants to stay ahead of their competitors. Its normal but how do you gain that competitive advantage? Personalised SFA systems are better equipped to meet customer demands, fostering long-term loyalty. So, the next time your customer is thinking of buying a product you and your competitor offer, the chances of you securing the deal are a lot higher.
4 Features of Personalised Sales Force Automation
Now that you have an in-depth understanding of sales force marketing automation tools, how do you define personalisation in it?
In short, what makes an SFA tool customised to your business’ needs? That’s where the features come into the picture:
1. Dynamic Lead Scoring
Although less talked about, dynamic lead scoring is crucial for the sales team to have access to. The concept is simple, an SFA tool will analyse past customer interactions and then score them in the descending order of importance.
For example, if a lead is recurring and has built years of trust in the brand, they will have a higher lead scoring, meaning that the chances of a successful conversion is more with them. This scoring based on the customised interactions and buying persona drives sales and contributes to the business growth too.
2. Behavioural Analytics
There’s a concept called “heat map,” which analyses, tracks and records a customer’s buying journey on a business’ website. Behavioural analytics is basically the data recorded under the heat map, which comprises website visits, email clicks, or app usage. These insights can be used by businesses to target the customers accordingly, channeling a better chance at conversion.
When you understand the customer’s buying intent, it allows your sales team to personalise the sales pitch to drive a better chance at securing the sale.
3. Geo-Tagging and Mapping
One of the most important features of any sales force automation software is geo-tagging and mapping. This allows the sales reps to have a clear understanding of their “zones” and the leads they’d need to cover, further removing redundancy in the workflow.
Personalised geo-tagging and mapping features in the SFA tool allows the field sales team to get a highlight of the nearby opportunities and tap into them accordingly. It also helps them optimise their route and maximise productivity.
4. Customised Workflows
Flexible SFA platforms allow businesses to design workflows tailored to their unique sales cycles. This ensures that the system adapts to the business rather than the other way around.
For example, sales team now have access to data that caters to their best interests. They have access to features like personalised notifications, which allow them to stay up-to-date about the deadlines, stocks and customer escalations.
1Channel: Changing the Future of Personalisation in SFA
As technology evolves, there will be a need for hyper-personalization, predictive analytics, and voice-driven automation. These are bound to change the course of the future of personalisation and SFA tools will need to adapt accordingly.
Be it for customised workflows or access to data-driven insights, the need for personalised SFA systems is currently a priority for businesses. This is where you get to tap into the benefits with 1Channel’s SFA tool. You can unlock new opportunities, drive revenue and foster lasting relationships with your customers. All you need to do is choose the right SFA platform for your business.
Let 1Channel bridge that missing link. Book your free demo with us today!
