Sales software, also referred to as salesforce automation or sales force management systems, is designed to help you with fast tracking your sales cycle from lead generation right up to closing deals. Because sales is the crucial element of any company (you’re in business to sell after all) it’s always a good idea to improve the efficiency of that process. While it’s a main tool for most sales departaments a reliable sales software can be used by other employees in your company as well. In this article we’ll discuss who exactly uses sales software and why they do it.
CEOs, CFOs, and COOs like the idea that sales software, notably web based solutions, lets them get a quick view of sales performances or drill down to specifics anytime and anywhere. The software helps them to make informed decisions or answer questions from investors or partners during board meetings or high-level water station discussions. CFOs can also forecast revenues and costs and create a budgeting framework that is closely in tune with the company’s actual sales activities. In most cases, the executives need not call in the marketing director when the sales software can churn out enough details of specific sales activities during C-level meetings.
More than just a system to address day-to-day sales processes, the sales software is also designed as a strategic tool; hence, the marketing manager can use it to assess market trends, consumer behavior, and pinpoint growth areas based on sales performances. By receiving real-time data from his field team (for example, daily closed deals, new prospects, promising on-location events, etc.), the marketing manager can react faster on opportunities or threats to meet his weekly, monthly, or quarterly goals. He can also get a better feel of his market by getting on-the-ground feedback from customers and his sales team. Likewise, the sales cycle is fast tracked, cutting short the period between prospecting and conversion; thus, the marketing manager can execute more push and pull tactics within a short period.
The salesperson is the main user of the sales software. It helps him shortlist the prospects by, for instance, focusing on repeat buyers for an upsell campaign, or scraping for new leads to expand his territory sales. The sales software also helps him create quotes in minutes using templates and customer data stored in the system. Likewise, he can pull out a template contract, and with some tweakings, deliver it at once to a waiting customer in real-time. A sales software mobile app helps him to do all these things anywhere and anytime a sales opportunity knocks. A caveat though, a traditional sales team will find sales software a threat to their routine work; unless the software is easy to use for non-techies, the sales team may offer resistance. Make sure to get a free trial or demo to check first if the software matches your sales team’s technology aptitude.
You can say the small business owner is at once the C-level executive, marketing manager, and salesperson of his company. That makes sales software invaluable to him in various layers and capabilities.
By automating the day-to-day sales processes like creating pitches, quotes, contracts and win-loss reports, the sales software frees up a lot of time for the salesperson to do what he’s supposed to do: look for prospects.
Sales software can also extend the sales cycle by identifying new or repeat customers who are primed for an upsell. More robust sales software products feature advanced contact management systems that can track customer historical purchases and sentiments, information that can trigger an upsell opportunity.
Sales software makes it easy to collate seemingly disparate information and cull insights from it. For instance, combining customer data and their historical purchase can help the marketing manager identify the top and lowest territories in terms of sales, queries, volume, and other metrics that he can think of. These data are safely tucked in the sales software, where one of these trivial information may one day come handy.
From prospecting to conversion and up to repeat buys, the sales software can track your pipeline. The sales team and the manager can easily pinpoint where specific customers are at what stage of the pipeline, so the appropriate pitch or task can be performed.
When integrated with a CRM solution, sales software becomes a potential tool to build up relationships. Nothing ensures a business’ future than a happy customer. Sales software helps you identify these people and, more importantly, those who are not so you can address their needs.
Our quick comparison of who uses sales software and why gives you a general perspective on the value of sales software to your business. It’s a good start in your quest to find the best sales software for your team.
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