Are you making the most of your sales team’s skills? An InsideSales.com study found administrative tasks eat up nearly 15% of sales reps’ time.
Yes, it’s vital to have a diverse set of skills in any role, and it’s also vital to make the best use of these. Are we crushing our best revenue generators and taking them away from what they do best, selling?
Don’t bury your best assets – your sales team
According to business.com and supported by The Myers-Briggs Personality test, sales-focused personalities are energized by people, and move at a quick pace.
By imposing daily administrative tasks (such as responding to enquiries, scheduling viewings, issuing offer letters, memorandum of sales/contracts and chasing up mortgage advisors and solicitors, and so on) are estate agents’ best assets becoming buried by administrative tasks?
Some may argue that a few of the daily tasks mentioned above have been addressed by estate agents implementing CRMs. Apex27, Loop Software and Salesforce, as well as project management platforms like monday.com are all in place to support your teams.
However, estate agent-tailored CRMs have been in place for years now, and the study highlights that the majority of agents still feel burdened by administrative duties. In today’s competitive environment, about 65% of agents’ time is spent on non-revenue-generating tasks.
In fact, field agents spend only 3% more of their time selling than their office-based colleagues. So, we can’t blame productivity on travel time – it has to be process.
This reality has made sales automation tools in 2021 less of a luxury and more of a necessity. Sales automation tools can significantly increase accuracy and speed, while decreasing time wasted by agents on non-revenue-generating tasks.
Sales automation tools save time and agents
By understanding and identifying the efficiency burdens in your sales cycle, you can decide which tools are vital to develop your business and generate more sales. You want to ensure that your agents spend more time making sales instead of doing tedious administrative tasks.
Thankfully, it’s not all industry hype. There are hard numbers demonstrating the benefits of sales automation tools. Straight out of the gate, research has shown that sales automation tools reduce marketing overhead by 12.2% and can increase sales productivity by 14.5%.
Additionally, some automation systems are known to increase sale conversion rates by 30%, while reducing sales administration time by 14%.
At the end of the day, automation tools allow computers to do what they are good at (tedious, manual tasks), while your sales agents can focus on what they are good at — making strong personal connections and closing deals.
