Glossary
What is sales automation?
Sales automation is using software to do repeatable sales tasks without a person doing each one: logging activity, sending follow ups, routing leads and booking meetings. It frees people for the work that needs judgment, such as discovery calls and negotiation.
Published by Sellinger AI. Numbers and settings checked on 19 October 2026 against the fact register. Report an error.
What is worth automating?
| Task | Better as |
|---|---|
| Logging calls and emails | Automated |
| Follow up after silence | Automated |
| Meeting booking | Automated |
| Pricing negotiation | Human |
| A complaint from a customer | Human |
What goes wrong?
Automating a bad process makes it fail faster. Start with the steps you already do well by hand, run them on a small batch, and read the output.
Measure before and after. Example with made up numbers: if a rep spends 10 hours a week on follow ups and automation takes 8 of them, 8 hours return to calls. Check whether replies held up, because saved time that costs replies is not a gain. Review the first batch of messages yourself before you widen the volume.
Keep a person on the exceptions. Complaints, large deals and unusual questions are cheaper to handle with judgment than to automate.
How Sellinger handles it
Campaigns run in approval mode, where each message waits for a person, or send automatically. Follow ups run on a schedule you can change per campaign: the defaults are 4 follow ups on LinkedIn, 5 on email and 4 on WhatsApp before a lead moves to another channel.
Config optimization proposes changes to a campaign. Config optimization proposes changes to a campaign (custom directions, first message, follow up count and interval, flow sequences and more). Defaults: runs daily, at most 3 changes per cycle, minimum confidence 0.7, auto approve off, and product info and inclusion and exclusion rules are excluded from changes. See AI sales agent, multichannel outreach and AI SDR vs sales engagement platform.
Common questions
Does sales automation replace salespeople?
Is sales automation the same as sales engagement?
How do I keep control?
Sources and method
Sellinger approval settings, follow up defaults and config optimization defaults, checked 19 October 2026.
Related: AI sales agent, Multichannel outreach, AI SDR vs engagement platform, Platform.
