Sales Automation
Quick definition
The use of software and tools to automate repetitive sales tasks and increase sales efficiency.
Detailed explanation
Sales automation is about eliminating manual, time-consuming tasks so your sales team can focus on what they do best: building relationships and closing deals. This includes: automatic lead assignment (new leads go directly to the right rep), email sequences and follow-ups (cadences run automatically), meeting scheduling (tools like Calendly eliminate email ping-pong), data entry (automatically enrich contacts and companies), task creation (automatic follow-up reminders), and reporting (real-time dashboards without manual data pulling). According to Salesforce, sales reps spend only 34% of their time actually selling - the rest goes to admin. Good automation can flip this to 60-70% selling time, which directly impacts productivity and quota attainment.
Synonyms
Examples
An inbound lead fills out a form → CRM automatically enriches company data via Clearbit → Lead scoring calculates MQL/SQL status → Automatically assigned to SDR based on geography → SDR gets task + email template → Automatic cadence starts
An AE books a demo → Automatically: calendar invite with Zoom link, reminder emails to prospect, prep email to AE with account research, post-demo follow-up task created, next demo slot blocked in calendar
When to use this?
Implement sales automation once you've identified repetitive processes that cost time without adding value. Start simple (email sequences, meeting scheduling) and scale to complex (lead routing, enrichment, scoring).
Match-day approach
Match-day implements sales automation that actually gets used. We first map your sales process, identify automation opportunities, and build the workflows in your CRM and tools. We focus on high-impact automations that save time without losing the personal touch. For example, your SDRs get auto-researched accounts with suggested talking points, but write the emails themselves. We train your team on the automation so they trust and adopt it.
Learn more
Wil je weten hoe je sales automation effectief inzet in jouw organisatie? Neem contact op met Match-day.
Neem Contact Op