Sales management software assists companies in managing their accounts, customer relationships, leads and controlling their sales representatives. It also helps managers generate more precise forecasts and reveal more opportunities.
Sales management software basically such modules as lead, contact, pipeline management, forecasting. More advanced solutions may include additional modules, such as order management, collateral management, marketing automation, telephony integration. A number of developers offer software suites which bring together sales, lead management and marketing automation. Other vendors provide sales management tools as a part of a complete CRM suite or ERP system. Choice of the solution, within which sales force automation is going to be implemented, should depend on your company’s needs.
Benefits of Using Software for Sales Management
Before implementing sales management software, an organization should be confident that it will benefit both its management and sales representatives. Successfully implemented sales management systems can provide the following benefits:
Reduction of cost per sale. Due to reduction of deals’ closing time (starting from contacts and ending with direct sales) that the sales management software can provide for sales specialists, companies can reduce their monthly costs per sale.
Better sales representatives’ accountability. The software may offer a convenient and transparent procedure of sales representatives’ reporting. Performance of reps can be evaluated based on such indicators as conversion rate, average lead and task completion time.
Increase of repeat selling. Based on existing customers’ information and their buying patterns sales managers can boost repeat sales and increase customer satisfaction by offering the products and services of clients’ interest.
Customer relationships improvement. With sales management software and its alerts tools, business leaders can be assured that customers are contacted by sales reps in time and any issues with clients’ accounts are revealed as soon as they arise.
More accurate forecasting. Analysis of efficiency rates of various activities from leads to closing deals allows managers to forecast future sales and opportunities more accurately.
Top 5 Sales Management Software
While choosing among multiple solutions currently presented on the market, we recommend you to try services that have the highest rating according to our list of the best software for sales management.
Bpm’online is a leader of our best sales management software ranking. It is a cloud system which provides effective tools for automation of sales management processes.
The solution offers the following functionality to deal with sales processes:
Orders and invoices
Field sales management
A buyer can choose between three editions:
Team edition, which is most suitable for small and medium companies to manage direct sales;
Commerce edition designated for e-commerce and short sales cycles;
Enterprise edition, which allows managing various sales channels used by large and medium organizations.
Besides the sales module, the software suite includes marketing and customer service units incorporated in one platform.
As a whole, the solution has positive feedback from its users. However, in some cases the customers pointed out that implementation and customization of the software had been taking a considerable time.
Web-based Pipedrive solution enables companies to monitor their deals and plan sales activities. It has been built by sales professionals and provides the methodology with the help of which a potential deal can be converted into a successful sale with a high probability rate.
Pipedrive offers the following tools for sales and pipeline management:
Timeline View which assist in identifying the activities and deals first of all to focus on;
Activity Scheduler which allows easily to appoint and plan events;
Web Forms used to collect customer information (these forms are fully customizable);
Statistics tab which helps managers control reps performance and measure the value of all the deals.
Among the main drawbacks of the software its users distinguish slow and non-intuitive interface, as well as impossibility of integration with other platforms.
MS Dynamics 365
Dynamics 365 for Sales offers a high digital intelligence solution which allows predicting customer needs and automating as many business processes related to sales as possible.
The program package’s system tools open up the following prospects for its users:
Building of personalized sales processes to repeat sales and increase revenue;
Maximization of reps performance by identifying the most potential customers;
Making strategic decisions based on digital intelligence and predictive analytics which helps to find out leading indicators and use then in the future.
The shortcomings of the software in its users’ opinion are its high price and complexity (it takes some time to understand and learn the basic functions of the program).
HubSpot Sales is a powerful cloud-based solution designed to accelerate and automate sales processes. The system, which can be used by sales teams of all sizes, provides the following functionality for them:
Business communication automation through a sequence of reminders and personalized emails;
An instant notification tool that informs about opening an email or clicking a link by a prospect;
Keeping track of all deals and their different stages;
An interactive dashboard that shows achieved targets and sales teams’ performance.
The cons of the software according to its users are not intuitive UI and presence of some bugs (considering beta development stage of the product).
Teamgate is cloud-based CRM software developed for small and mid-sized companies. It is compatible with all popular mobile platforms and third-party applications.
The solution provides the following functionality:
Sales pipeline tracking
Lead capturing & management
Contacts & accounts management
KPI’s measurement and goals’ achievement analysis
Among the minuses of the software its users name deficiency of customizable fields and lack of some necessary functions (such as inability to edit documents online, to start conversation with others, to delete callback history, etc.).