Sales reps prefer using a sales management software to get away from the rigor of recording their sales activities like data-entry clerks. For the fact that you employed them as sales professionals, their efforts should be concentrated more on selling than having their activities documented. Even sales managers feel tied down with the use of Excel to keep track of sales activities when they should be better managing their sales pipeline.
With the need to communicate more effectively with your customers in addition to the few challenges just listed, the case for a sales management software is always growing. To stay ahead in a competitive business world, you need to invest wisely in a good application. Here’s what to know about choosing the best sales management software.
Before deciding on the application to buy, you need to know what features you need, or you would end up buying one with so many attractive features that do not provide a solution to the needs of your organization. Some of the functionalities which you may consider are collaboration, email integration, lead/contact management, predictive analytics, pricing optimization, reporting, sales analytics, and sales forecasting. You need to identify what you must have before considering other features as add-ons. It is a waste of money choosing a software when you would not use half of its features.
To be convinced on why you should purchase a sales management software, the benefits it offers should be able to improve your business. It is not just enough to know the benefits of using them; it is a matter of what your sales staff benefit from using the application. The aim of getting a software in the first place is to enable your sales reps to be more efficient in their jobs. It should be able to automate manual tasks which are time-consuming to allow you perform other tasks. Your choice should also afford you a good visibility of your business activities if you are to make informed forecasts as well as identify when things go right or wrong. Do not forget the importance of having a pricing optimization functionality.
3. To Build or Buy
It used to be attractive to build your own sales management software. With the many advantages presented by cloud-based solutions, building a software no longer has so much strong business appeal. Buying SaaS deployments helps your business cut down on the time it takes to implement as well as train employees. There is also the burden which is lifted off your IT support. Add the ease of scalability which offers you the options of adding or removing licenses on demand and you would understand why businesses tend to abandon custom-building their own software. Finally, SaaS deployments have enabled predictable pricing.
Apps do not work in isolation. Having noted this, you should choose a software which integrates seamlessly with other software. You probably use a software for your HR or accounting at present; therefore, any sales management software you purchase should easily integrate with what you already have.
No matter where you are, staying in touch with customers is crucial. Since you need to be able to work from anywhere at any time, it is essential to choose a sales management software mobile app.
Follow this simple process and you would end up choosing the best sales management software.