PE-201c · Module 2

Task and Sequence Automation

3 min read

Task automation creates follow-up actions based on deal events. Sequence automation chains multiple actions into a coordinated workflow. Together, they ensure that the systematic follow-up that wins deals happens consistently — not just when a rep remembers or has time. The best reps follow a rigorous sequence of touchpoints after every meeting, every proposal, and every negotiation round. Automation makes that rigorous sequence available to every rep.

Automated Post-Proposal Sequence

Trigger: Deal moves to "Proposal Delivered" stage

Day 0:  Send thank-you email with proposal summary (auto-draft)
Day 0:  Create task: "Schedule proposal review meeting" (assigned to rep)
Day 2:  If no meeting scheduled → send reminder to rep
Day 3:  If no meeting scheduled → send follow-up email to buyer (auto-draft)
Day 5:  If no response from buyer → alert manager
Day 7:  If no engagement → create task: "Call buyer directly"
Day 10: If no engagement → move deal to "At Risk" substatus
Day 14: If no engagement → trigger stall protocol

Each step cancels if the buyer engages at any point.
Engagement = email reply, meeting scheduled, or call completed.

Do This

  • Build sequences that auto-cancel when the buyer engages — persistent follow-up, not harassment
  • Include both rep-facing tasks and buyer-facing communications in the sequence
  • Track sequence completion rates as a team metric — incomplete sequences indicate process compliance gaps

Avoid This

  • Send automated emails without rep review — auto-draft for review, not auto-send blindly
  • Create sequences longer than 14 days — if a buyer has not engaged in two weeks, the issue is not follow-up frequency
  • Build one sequence for all deal types — enterprise deals need different cadences than SMB deals