What Tools Does Your Sales Team Need?

The ever-growing list of software designed to help sales professionals do their job can be confusing to navigate. Most products, though, fall into a set of categories. To decide which tools your sales force needs, start by learning about each of those main categories. I summarize them for you here.

CRM software. Customer relationship management software, or CRM, is the most important sales tool you will use. Find the best CRM for your company and then buy other tools that integrate well with it. CRM software gathers customer data from a company’s communication channels to collect information on purchase behavior and history. The data allows your team to understand patterns and increase growth and retention.

Sales intelligence. Sales intelligence (SI) tools provide in-depth, relevant information about customers and real-time data analysis. SI tools can help your team design sales territory mapping, collect detailed company information, ensure data quality, implement industry market strategies, create brand awareness and more.

Analytics software. Once your sales professionals have the information they need, analytics software helps with interpretation. From there, a team can understand current performance and develop insights on growth and outcome. Tools that allow for connection to multiple sources is especially helpful for studying trends.

Lead management. Lead management enables you to match your outgoing message to new potential consumers. Tools in this category answer questions like: What tactics are working for the business? How can visibility be increased? What methods would boost public image? Lead management tools will identify the best leads and help you convert them into customers.

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Process and training. Sales process tools help your team by speeding up everyday tasks and training new employees. Tools in this category play a variety of roles. Some capture communication with customers, such as calls and emails, so new representatives can be coached on best practices. Others allow for contract or statement e-signatures. Still others create checklists or contact forms.

Automation. Creating efficiency is the purpose behind automation tools. For example, they can generate conversations with website visitors and use gathered information to direct customers to the right product. Automation tools can also combine data from multiple sources to analyze consumer behavior and share information with other departments.

Finding the right tools will enable your sales force to work efficiently by making the most of the data they collect and set them — and your business — on a path to success.

Kevin Devoto

Kevin Devoto
Kevin Devoto is a freelance writer who specializes on topics related to business, digital marketing, and web development.

Kevin Devoto

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