Sales management is about creating processes that will allow you to direct leads through the sales process to find good-fit opportunities. Your sales management processes are closely linked to other processes at your agency including customer service, quoting, and more. By building integrated processes, you will be able to react faster, hold stronger communication with clients and leads, and learn from your sales data. When creating these processes, automation plays a big role in managing leads and moving them down the pipeline. For example, sending out automated emails to clients letting them know their policies have been submitted or automatically alerting your agents that there is a new lead are two ways agencies utilize automation in the sales process. Once the automation is implemented within your sales processes, you’re able to react faster.