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Explore Sales Automation vs. Human Touch | What Your Sales Team Should Stop Doing with 1,028 views, 1 likes, and 0 comments. Experience the impact of this video content that has captured audience attention.

What if the most expensive person on your sales team is spending most of their day on work a machine could do in seconds? Michelle Terpstra breaks down why so many businesses are wasting time and money on manual sales processes, and how AI sales automation can help teams work more efficiently without sacrificing the customer experience. Drawing on her recent experiences as a buyer, she explains how slow responses, repetitive questions, and unnecessary handoffs can cost businesses opportunities before a deal even begins. She walks through seven sales tasks businesses should stop paying humans to do, from lead follow-up and appointment scheduling to CRM updates and customer onboarding. Michelle also shares a practical framework for deciding what to automate, what to keep human, and how to use technology to give your sales team more time for high-value work. You'll learn where sales automation can go wrong, why customer trust should always come before convenience, and five steps for building smarter sales workflows. Whether you're a founder managing your own sales process or leading a growing team, this episode offers a practical approach to reducing administrative work, improving the buyer experience, and supporting sustainable revenue growth. Chapters [Start] Why Your Sales Process Is Costing You Money: Michelle shares her background in traditional sales, examines changing sales team structures, and explains how inefficient buying experiences can cost businesses customers. 10:12 What Should You Automate in Sales?: How to identify repetitive administrative tasks and use two sets of five questions to determine what technology should handle and when human involvement matters. 22:42 Seven Sales Tasks You Should Automate: From responding to leads and scheduling appointments to managing your CRM and customer follow-ups, Michelle breaks down seven ways to reduce manual work. 38:18 Five Sales Automation Mistakes to Avoid: Why understanding the customer journey, maintaining human access, and measuring results are essential to successful automation. 42:29 The Rascal Wrap-Up: Five steps for getting started with sales automation, plus a reminder that the best sales processes combine technology with skilled people. Links & Resources Lean Sales Team Buildout Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at https://revenuerascals.com/scalelean. The Local Guild Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: https://revenuerascals.com/thelocalguild Objectionly 14-Day Free Trial If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals Go High Level 30-Day Free Trial The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: https://www.gohighlevel.com/highlevel-bootcamp?fp_ref=qwkp0b Connect with Michelle: * LinkedIn: https://www.linkedin.com/in/michellecuocoterpstra * Instagram: https://www.instagram.com/themichelleterpstra/?hl=en * YouTube: https://www.youtube.com/@revenuerascals Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.  Michelle Terpstra's Privacy Policy: https://michelleterpstra.com/privacy-policy/

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