This is where sales management software and systems play a pivotal role. Sales management software is designed to streamline sales processes, provide sales reps with the tools they need to improve performance, and much more.
What Is Sales Management Software?
Sales management software are tools and online platforms that include a number of useful features to help sales reps, managers, and entire teams perform their roles more efficiently.
Each software varies in its tools and features. Typically speaking. However, you can expect sales management software to include:
Account management - Managing customer accounts plays an essential role in nurturing, escalating, and closing a sale. With the tools and insights good sales management software provides, you can offer a personalized and proactive sales and post-sales experience.
Central dashboard - Having a central dashboard for a sales team to share knowledge gets everyone on the same page in real-time.
Coaching - By monitoring every interaction between reps and customers, sales management software identifies rep’s individual strengths and weaknesses. Enabling you to provide coaching for reps in the specific areas they need that will help them develop their sales skill set.
Analytics - Management software enables you to compare individual performance, overall performance, and insights into what is and isn’t working well.
Task automation - Sales software can automate and speed up many manual, and repetitive tasks reps do.
Why Use Sales Management Software?
The main benefits you will almost certainly notice from the moment you’ve onboarded sales management software includes:
When you bring in software and systems that automate processes and take manual work off your hands, the first thing you’ll notice is that you save time.
Sales management software is designed to take as many tasks off your hands as possible. Moreover, it’s frequently used to help businesses streamline their processes, identify areas for improvement, and find useful insights from experienced professionals.
Higher Win Rates
The end goal is always improving win rates. Sales management tools help you find more prospects, better nurture those leads, and ultimately make more conversions.
Exactly how you’ll achieve this depends on your business model and the software you choose. This is one of the areas to consider when choosing sales management software carefully.
Improved Communication and Coherence
Communication and coherence within a sales team and within an organization have numerous benefits.
While performance may be measured individually, improving communication can help everyone raise their game.
Sales management software opens up improved lines of communication. Enabling sales reps to work and learn from each other, share key information in real-time, and most importantly, work together on the shared goal of selling more.
Motivated Sales Reps
This is where the other benefits come full circle. Taking repetitive tasks from your sales reps and giving them the tools to better perform in their roles is motivating for them.
Motivated sales reps = increased productivity and results.
In addition to this, some sales management software includes tools to help boost motivation and performance. All these roads lead to the same thing; more conversions and more revenue.
Ready to better organize your sales data, find more leads, improve conversion rates, and generally turn your sales team into a better organized, streamlined selling machine?
We bet you are!
Here is a look at 8 of the best sales management software and systems that will help you achieve all of the above - and hopefully more:
8 Best Sales Management Software and Systems for 2022
SetSail is the first Signal-Based Selling software to use a combination of AI and behavioral science to help businesses turn their sales data into better sales behaviors.
This intelligent software uses a data-driven approach to build custom end-to-end solutions that make a real difference to how sales teams perform.
The cycle SetSail goes through is:
Collect - The first stage is capturing and cleaning your sales data in your CRM software. SetSail picks up all of the interactions taking place between your reps and customers.
Discover - The next stage is leveraging machine learning to analyze your customer interactions. SetSail compares data against hundreds of buying signals to uncover sales best practices.
Track - This is an important step where all your sales managers can boost their efforts by having complete visibility into their reps’ revenue driving activities and coach reps on that.
Accelerate - SetSail uses all the data collected to suggest tailored incentive programs, highlight sales rep’s strengths, identify areas for improvement, and more.
SetSail is relied on by huge global brands like HubSpot, Cisco, and Dropbox. It’s a true end-to-end solution to help you gain insights into how your sales team is performing and ways you can improve productivity and performance.
Salesforce is a CRM with one of - if not the - largest range of features, tools, third-party integrations, and sales solutions.
This software is more than just a sales readiness or enablement platform. It’s a complete CRM solution that businesses can use to improve processes organization-wide.
For sales management, some of the key features Salesforce includes are:
Lead and contract management.
Ability to set complex workflow rules and automation.
Detailed analytics and reporting tools to measure performance.
Improved communication and training materials.
It’s worth noting that Salesforce is entirely cloud-based. This means there is no need to download data locally, and you can access your dashboard from any device. This does mean you need a strong internet connection, however.
Intuitive interface and great visuals for data at a glance.
A wide range of automation options and features are good time-savers.
Ability to create central knowledge database training materials for your sales reps.
Integrates and works seamlessly with hundreds of other tools.
Pricing can be complicated.
There is a steep learning curve with some of the features.
Salesforce has many different products and pricing plans. So it’s best to reach out to a member of their team to discuss your requirements and have them help recommend the best plan for you.
Highspot is a sales enablement platform that helps empower reps to reach more prospects, elevate customer conversations, better manage content, and sell more.
This software has a strong content-driven approach to helping marketers and sales reps. You can manage your content in an easy to share database, guide sellers with training materials, onboard, train and coach reps, and much more.
By having all of your company resources in one place, you create a single source of truth that empowers reps with the knowledge and tools they need to perform better.
Excellent content management features help to share knowledge organization-wide.
Search feature works well making it easy for reps to find the information they need.
You can edit documents online in real-time without the need to download anything.
Provides insightful metrics into sales rep behaviors and coaching needs.
Doesn’t have the most intuitive and modern interface.
You cannot track individual engagement when sending the same link to multiple people.
Highspot does not provide any set pricing plan information. You’ll need to contact their sales team for a quote.
As you can see from the above software and systems, no two sales management platforms are the same, just as no two sales teams’ needs are the same.
Overall, it’s an important decision that will impact your revenue, so be sure to request a demo or take a free trial of the software you think best meets your requirements.
Of the tools above, SetSail is the best place to start. By collecting more data points than any other software and using a combination of AI and behavioral science, SetSail offers the most complete and robust sales management solution for businesses of all sizes.