The sales management software is a platform that allows managers and supervisors to access critical insights into the performance of their organization. Also called customer relationship management or CRM, it employs technology to automate the workflow and make the process of completing a sale simpler and more effective.
Technological disruption is a real phenomenon, and organizations that fail to adapt to the sweeping changes end up getting swallowed by the competition. However, there are countless products in the market today, and the sheer number of sales management software platforms makes it difficult to choose.
It is no surprise, therefore, to see the industry so robust. With a compound annual growth rate of 1.9%, the global CRM market will expand to 29.77 billion USD by 2022 against the 27.1 USD in 2017.
Here are some of the things you need to look out for when buying a sales management software:
1. Real-time Data Capture
The software should capture not just the key performance indicators, but also the experiential data. The latter is harder to measure, but it is even more critical to predict customer behavior. The technology should accurately create a profile of the customer, his online behavior and patterns, his online searches, and the websites he visits. The data should also capture which links he clicks and how much time he spends on each site. With this information, you can craft a strategy for how your marketing representatives can engage with customers more effectively.
2. Seamless Integration With Other Platforms
When it comes to CRM, Salesforce is the vaunted leader. More than 150,000 companies are using the platform to enhance the customer experience. If you are using a sales management software, it should feature native integration, which will provide you with an even more in-depth insight into your sales process and performance. In the same vein, it should also integrate with Microsoft and SAP to improve pipeline development.
3. Security
Of course, the need for a secure environment cannot be emphasized enough. You’ve probably heard of or read about the unfortunate stories of organizations being targeted by hackers, losing millions in revenue, and getting their reputation damaged. The sales management software platform should feature multiple layers of security, such as two-factor authentication, regular virus checks, and data backup. The data, whether in transit, at rest, or in use, should always be encrypted. The manufacturer should benchmark its security policies with the quality standards in the industry, such as the CoBIT, NIST, and ISO.
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4. AI-Driven Engagement
How do you maximize your workers’ productivity? Too often, employees are stuck performing administrative tasks that are repetitive and boring. Your employees can focus on the more vital aspects of their jobs when the admin tasks no longer preoccupy them. Not only that, the AI-driven engagement makes sure that the organization prioritizes people and opportunities that have the most potential to generate revenues.
Ultimately, your organization requires more features and tools to help your agents perform their tasks easier and more efficiently. Perform an audit of your company to determine its strengths and weaknesses. The software product you choose should amplify your assets and fill the gaps in your sales processes.
