Sales automation technology is a bit of a buzz word in the world of B2B sales, and with good reason, it is streamlining outreach and sales processes which is making the industry a much more effecient and exciting workforce to be a part of.

But before you jump on the bandwagon, there are a few things you need to consider before introducing new technology into your organisarion without proper research. Therefore, we have taken the time to list 4 key questions that you need to ask yourself before you look to introducing sales automation technology into your workforce and potentially disrupting the way you do business.

What will the user adoption be like?

You've probably seen it before, some new piece of software is pitched as the key to all of your problems, you sign up, and then......everyone hates it. The last thing you want is for your sales team to avoid using the new technology like the plague. To ensure user adoption, the automation technology should be user-friendly and meet the needs of your employees and ultimatley, not be burden on how they make sales. A good way to test this is to undertake a demonstration with the technology provider and request information on feedback from similar clients. Results should be easy to gauge and a demonstration should give a clear and transparent picture of it can benefit your teams.

How does this intergrate with our existing systems?

The sales automation technology should integrate with your existing systems and processes without causing any disruption. If it is not a user friendly system that is a seamless transition with your current tech stack, then you’ll be left with a complicated mess that no one wants to deal with and a wasted investment.

Can we run a cost-benefit analysis?

Let’s face it, no one wants to waste money on technology that doesn’t deliver results. It’s important to weigh the cost of the technology against its potential benefits to determine its overall value to the business. Ask your provider for case studies as well as a clear idea idea on projected spend versus return.

What is the projected ROI and long-term sustainability?

Sales automation technology should deliver a return on investment and be sustainable in the long-term. Weigh up the costs not only now, but over the courses of 12-24 months of uderability for your sales teams and assess if this is technology you see your B2B using for at least 2-4 years. Be wary of any sales automation technologies that cannot give you a clear indication of ROI and remember, this technology has been created to drive results, not lengthen sales cycles with ambiguous numbers.

Sales automation technology needs to fit with you and your business. If it's a hassell to set up, manage and maintain, then you need to ask yourself if it's really worth it? Take the time to research and understand the technology and don't be afraid to ask your proivder for real case studies, testimonials and evidence of results. Ensure the user adoption is high, there is a general ease of integration with existing systems and that the cost-benefit analysis makes sense. And of course, if its not clear on how you will make a return of your investment, then be very careful before proceeding, your sales team and bottom line will thankyou.