Automating B2B sales starts with understanding your strengths and weaknesses. You want your automated robots to do the tasks that your employees are not so good at. Instead, you should redirect your employees’ time toward creative activities. B2B sales automation should take care of the small things that allow your employees to invest their time in more productive ways. There is not a single path for optimal B2B sales automation, but here are some of the things you can do to set up a reliable system: Outline your current marketing workflows, policies, and processes to identify where automation could help. Locate and list out repetitive tasks that automation can take care of, including data entry logging activity, lead generation, nurture leads, email marketing, onboarding, and account reporting. Form a strategic action plan with short-term goals, long-term goals, and other performance metrics. Make sure your teams are on the same page by training team members on sales automation tools. Identify the right technology investments that align with your organization’s marketing goals. Research, test, and evaluate additional sales automation tools to see if they boost productivity and ROI.