#Japan #Shibuya #Immedio #Sansan #AI Inside Sales

Transforming Inside Sales Productivity with Automation

In the competitive landscape of sales, efficiency is paramount. Sansan, known for its innovative accountingAX services, has embarked on a journey to enhance the productivity of its inside sales team. Partnering with Immedio, a company that offers AI-driven inside sales solutions, Sansan aims to automate deal management processes, yielding unprecedented results.

The Need for Enhancement

As Sansan's Bill One unit experiences rapid growth, the demands placed on the inside sales organization have surged. The challenge, however, has been the reliance on manual processes to manage deals. Sales representatives previously had to navigate through complex scheduling demands manually—confirming their availability, coordinating with clients, and issuing Zoom URLs for meetings—all of which consumed significant amounts of time.

With this manual system, each deal took approximately 15 minutes to process, leading to a bottleneck in the system. Instead of dedicating time to proactive outreach—originally intended for outbound calls—valuable time was lost in administrative tasks.

The Decision to Automate

When Immedio was introduced as a potential solution, it was clear that mere labor reduction was not the only goal; there was a pressing need for organizational stability in operations as well. The risks associated with human error—such as forgetting to send a Zoom URL or invitation email—could negatively impact customer experience considerably. The ability to automate deal processing was seen as a dual-solution: it would decrease processing time while simultaneously minimizing errors.

With the support of both frontline workers and managers, a detailed validation process was established, leading to a gradual and well-structured implementation of the automation. This step was critical, as it allowed Sansan to create a repeatable and stable deal management operation.

Results After Implementation

Post-implementation of the Immedio system, the time required to manage each deal decreased dramatically—from 15 minutes to just 6 minutes per deal, achieving an impressive 60% reduction in operational time. This freed up time allowed the sales team to increase their outbound calls by approximately 10 calls per day, significantly improving productivity.

Additionally, the automation eliminated the dependency on manual processes, completely removing risks of human errors related to URL issuance and invitation emails. The allocation of deals among sales representatives also became automated, ensuring a balanced and fair distribution of opportunities. This shift led to a robust operational framework for inside sales, supporting overall productivity improvements across the organization.

Future Enhancements: Unified Scheduling Links

Looking ahead, Sansan is set to consolidate the scheduling process using Immedio's automation capabilities. Currently, when coordinating schedules with clients via email, sales representatives must generate unique scheduling URLs for each individual representative, which adds additional layers of complexity. The goal moving forward is to create a unified system where a single scheduling link directs clients to the appropriate representative based on pre-defined routing logic. This future direction aims to streamline the scheduling process further while mitigating errors, thus fostering a more efficient and effective deal acquisition framework.

In conclusion, the collaboration between Sansan and Immedio exemplifies how innovative technology solutions can transform traditional sales processes, shaping the future of inside sales through automation and increased efficiency.