Many vendors in the sales technology landscape evangelize the role of automation as replacing the very act of sales itself – essentially removing the human component from the sales cycle. We think differently at Salesloft. We believe that the role of automation in sales should support the increase of both the quality and the quantity of the personalized selling activities that teams need to engage in to acquire, retain and grow the best customers.
Automation Rules in Salesloft are a powerful mechanism to automate commonly repeated tasks and reduce manual intervention. They can not only help to put active selling time back into the hands of your sales teams, but they can also reinforce good corporate communication practices by safeguarding teams from contacting prospects who might be in an active opportunity.
Today, our automation rules just got that extra bit more powerful. Salesloft users can now access and utilize company data when building out their customizable automation rules.
Company data can be used as a trigger criteria (a change in company data can trigger an automation activity elsewhere), or as a resulting action (a change elsewhere can now automate a change in the company data). As a reminder, company data can be bi-directionally synced with account data in Salesforce opening up a plethora of data that can be made available when building your automation rules.
Let’s take a look at a quick example of how company data might be used with automation rules to make you and your team more efficient. When a sales team is actively engaging with a prospect or group of prospects on an opportunity, the last thing you want is someone else reaching out to that account and muddying negotiations. Typically, this would need to be accomplished manually – when the company stage is changed to “Negotiation” for example. However, with company data now being made available in automation rules, the change in company stage can trigger all company contacts to be removed from active cadences and even mark their records as Do-Not-Contact – avoiding the manual dependence on the rep themselves.
With this new company data available in automation rules, sales team can now easily:
- Automate an action or multiple actions when a specific company field changes.
- Remove all company contacts from sales cadences when a company stage changes to being in an active opportunity.
- Remove all company contacts from sales cadences if Company Stage is Closed-Won.
- When a success is recorded on a record, company fields can be updated based on this trigger (which can be mapped to Salesforce accounts).
These are just some simple examples of the sophisticated automated workflows that can be designed using automation rules in Salesloft. The beauty of configurable automation rules lies in the fact that they can be completely customized to your company’s specific processes. Check out our Common Automation Rules article for more examples of rules that you can create to increase your sales team’s efficiency and consistency. Automation Rules are not available on our Group plan. Professional teams can create up to three active rules for their team, and Enterprise teams can create an unlimited number of Automation Rules.