As technology integrates itself into every aspect of our day-to-day routines, it has become more important than ever for sales teams to harness its power. There was a time not long ago that sales professionals feared technology would replace them. As the industry emerged, however, digital sales tools proved to be enhancements, not replacements, for savvy sales teams. These tools can streamline tedious work, giving you more time to interact with customers. If your company wants to channel the power of sales technology, here are four tools to consider.
Sales automation software is used for managing small but labor-intensive actions that are part of the sales process. Scheduling meetings, creating weekly reports and setting reminders are necessary tasks, but they can be time-consuming, taking you away from functions that add higher value. Automation tools can isolate and perform these tasks, saving the team time and energy. Other functions of sales automation software include scheduling emails when customers are most likely to open them, setting up autodialing to save time on making calls and generating proposal reminders to ensure customers aren’t neglected.
Built-in artificial intelligence can take sales automation tools to the next level by identifying data-based patterns and trends. For instance, AI can create new contacts, identify emails of high importance, alert you to clients with the greatest chance of closing and create data-based sales forecasts.
Customer Relationship Management Software
CRM software is designed to manage customer interactions. Its function is to store a record of client contact information and history to provide sales professionals with the big picture for each customer. The software provides a central location to see who customers have spoken to, what they purchased, what they paid, how often they purchase products and much more.
More broadly, CRM tools can be used across departments, making customer information available to anyone in the company who may need it. For instance, data captured by customer relationship management software can be used by the procurement team to record supplier efficiency, and by the customer service team to track conversations with buyers and follow up to resolve issues. The software’s usefulness across departments can especially benefit small businesses when team members might work in more than one area.
Sales Analytics Tools
Your team has spent time and effort collecting data; sales analytics software tells you how to use it. Analytics software gives a deep view of data to identify opportunities for growth and shed light on unmet needs. In this way, the software can provide team members with insight on the most promising leads to pursue. It also shows why and when clients purchase from your company, allowing you to improve your sales funnel and efficiently make the conversion from potential to current customer.
Sales analytics also track sales team performance. When you know your team’s skill sets, you can harness the potential of each staff member. You will be able to match top-performing sales professionals with the most valuable clients and identify which sets of skills need expansion.
Lead Management Systems
This type of software analyzes and qualifies sales leads so they can be nurtured and converted into new business opportunities. Leads from multiple channels are entered into the system, and leads that are ready for sales are converted into deals. One advantage of lead management software is its ability to bring information together quickly, letting your sales team bypass manual and spreadsheet data entry. This function alone could save your team hours of work.
Sales team performance can also be measured through this software, giving managers insight into results from particular locations, products and customers.
If your team is looking for new ways to streamline its processes and find new insights, these digital tools can be helpful in reducing time spent on monotonous but necessary tasks. They can also help your sales professionals find new insights faster than before, giving them more productive leads and, subsequently, more closed deals.