In this article, we will look at the actual numbers: how much can you grow your business with sales automation software in freight forwarding?
At Quotiss, we talk a lot about how crucial it is to simplify the freight rate management in general. But we also emphasize the importance of automating every transactional sales activity to free up the time for actual selling.
Combining the two will help you boost the sales efforts and grow the bottom line, and there is data to support it.
It is also true, that you can grow your business without sales automation. But that doesn’t mean that you should. Why wouldn’t you make sure that every process in your company is optimized towards growing your business? Especially, that the competition is fierce.
ROI of Sales Automation
Return on Investment (ROI) is the benefit resulting from an investment. To calculate your ROI you need to know two things:
- How much you are investing
- How much you earn from it as a result
There are two main reasons why measuring the ROI of sales automation software matters:
- Automation of sales drives more sales
- Sales reps are often overworked, and investing in automation of their routine tasks can change that.
When it comes to sales automation software, money spent (or money that could be spent) is pretty easy to calculate. However, calculating an accurate number for money earned (or costs reduced) is much harder, because the software itself isn’t directly generating new income or making sales for the company. Therefore general sales automation ROI indicator basically isn’t possible – we need to look at a group of elements to see the full picture.
The core elements for financial return in the sales support teams are usually:
- Time to prepare and send a freight quote (sales automation software means instant freight quotes)
- Accuracy of a freight quote (sales automation software means 100% accuracy and no manual errors)
- Follow up on deals (the software will automate the follow-up and save time and money on daily operations)
Great Customer Experience as a Bonus
Many people think that the only way to grow their business is to find new customers, but often, the best source for growth is the existing customers. And for them, the quality of sales support and customer service matters the most.
In research on actual customer transactions published in the Harvard Business Review, researchers studied thousands of customers and found out that customers who had the best past experiences spend 140% more compared to those who had the poorest past experience.
This means, that we can identify an additional element for the sales automation ROI: Customer satisfaction (sales automation software provides consistent excellence in customer experience)
The Dollar Value of Your ROI
It all boils down to making more profit from direct sales activities, once all transactional tasks are automated. More deals are closed-won as a result of the sales automation software implementation (the time freed up by automation is spent on actual selling).
Now that you have identified the metrics and factors that you can use to measure the impact of your software investments, you can calculate the actual ROI in USD. Click this link to open the Quotiss ROI calculator.
You can make it all work for your company. Investing in the right sales automation software you make sure that your sales people are delighted to work with you, your customers have a better experience and it also serves your company’s financial goals.
Quick-Start with Sales Automation – Quotiss Software
Click here to register your company online. We’ll activate your company’s profile and help with the initial settings and user onboarding. You can start uploading your freight ratesheets and quoting freight instantly from Quotiss on the same day we sign the deal.