{"id":6438,"date":"2019-05-21T08:31:27","date_gmt":"2019-05-21T08:31:27","guid":{"rendered":"https:\/\/www.walkme.com\/blog\/?p=6438"},"modified":"2023-05-02T15:46:02","modified_gmt":"2023-05-02T15:46:02","slug":"automation-tool-salesforce-efficiency","status":"publish","type":"post","link":"https:\/\/www.walkme.com\/blog\/automation-tool-salesforce-efficiency\/","title":{"rendered":"How Our SDRs Cut 50% of Time Spent on Core SFDC Processes"},"content":{"rendered":"

There has to be a better way.<\/em><\/p>\n

This is the common lament of sales development representatives. While modern CRMs<\/a> enable high-level organization and reporting, SDRs know far too well how tedious and confusing data input can be (and Sales Op teams know just how challenging it is to ensure data integrity).<\/p>\n

When qualifying leads, SDRs are challenged to manage a high volume of prospects in the most efficient way possible. At the same time, they must be extremely thorough as they assess each one, and meticulous in the way they record important information.<\/p>\n

The consequences of mistakes during this process add up to lost time and opportunities.<\/strong><\/p>\n

Incorrect data input not only causes bottlenecks for sales, it prevents account executives from adequately preparing the optimal demo for the prospect. On top of that, mistakes compromise standardization and demand extra time for fixing errors.<\/p>\n

At WalkMe, we\u2019re all about making enterprise technology easier and more efficient to use. But even our own SDRs were feeling the pain. That\u2019s why we decided to test run our new automation tool, the WalkMe ActionBot<\/a>. The results have exceeded even our own expectations.<\/p>\n\n

Life before the ActionBot<\/h2>\n

Prior to implementing the ActionBot, our SDRs would open up a lead form on Salesforce<\/a>, then use a checklist of qualification questions to direct the conversation and see if the lead was relevant.<\/p>\n

Throughout the call, they would go back and forth<\/a> between the lead form and the qualification checklist while writing notes based on the lead\u2019s answers and coming up with thoughtful follow-up questions.<\/p>\n

If all of the criteria on the checklist were met and the lead passed the qualification, the SDR would open a new Intro Call form, and input each answer one by one based on their notes. This means that by the end of the process, they wrote down all of the necessary twice. The last step was assigning the lead to an account executive.<\/p>\n

Dive Deeper: How Much is Digital Fatigue<\/a> C<\/em>osting You?<\/em><\/p>\n\n

Inefficiencies were taking a toll<\/h3>\n

The process was extremely inefficient<\/a>, time-consuming, and prone to errors and confusion \u2014 both for new hires and seasoned employees.\"automation<\/p>\n

\u201cAs you can imagine, for a group of people performing the same task over and over again, it gets boring, monotonous, and tedious to complete these tasks correctly each time,\u201d says Max Kohn, Digital Adoption Manager<\/a> at WalkMe. \u201cThroughout the day, and also the lifecycle of the SDR employee, it was common for the quality of the reporting to go down over time as these intro calls were scheduled.\u201d<\/p>\n

Moreover, the lack of standardization impacted their ability to run reports accurately.<\/p>\n

Instead of a smooth handoff to the account executives, the qualification process was slowing things down. It was ripe for optimization.<\/p>\n\n

Here\u2019s how it works<\/h2>\n

WalkMe\u2019s ActionBot has proved to be the cure.<\/p>\n

Here\u2019s how it works:<\/p>\n\n

    \n \t
  1. During a qualifying call with a lead, the SDR initiates the ActionBot<\/li>\n \t
  2. As they run through their checklist of qualification questions, the SDR simultaneously types the answers into the chatbot.<\/li>\n \t
  3. When they are finished, the ActionBot instantly populates each field on the Intro Call form based on what the SDR wrote.<\/li>\n<\/ol>\n

    Instead of wasting time taking notes and then rewriting all of the information in the Intro Call Salesforce form, the ActionBot makes it easy and fast by taking the data input process out of their hands.<\/p>\n

    On one hand, it eliminates the double work, saving them valuable time. On the other, the interface is far simpler. Instead of needing to parse through a long Salesforce form, the SDR simply writes to a chatbot.<\/p>\n

    See the ActionBot in action!<\/em><\/strong><\/p>\n