Sales management software is used by sales managers to better control sales procedures and tasks - from sales leads, quotes and conversions to orders, reports and quality evaluation. These solutions allow users to manage important sales information by collecting, storing and tracking sales leads via a centralized system. They also provide a secure platform from which to monitor sales team activity, on different products, locations and customers, and track overall sales flow.
Sales management software helps teams manage sales leads derived from multiple sources, including word of mouth, telephone, email or custom web forms. Once leads are collected, stored and assigned to team members, users can then track any further progress, actions, notes or follow-ups made with these contacts automatically.
Sales management software not only helps users manage leads, contacts and opportunities, but also enables them to gain valuable insight into sales metrics and key performance indicators (KPI). Dashboards, reports and analytics tools allow managers to track company, team and individual goals in real-time, while KPI tracking provides users with actionable insight into figures such as monthly sales targets, conversion rates, and number of deals closed.
Productivity tools such as document management, calendar management and task management help users streamline sales procedures and tasks. Such tools allow sales teams to manage sales calls and appointments, maintain or share sales-related documents, and track tasks and future work commitments. Sales management software often facilitates efficient customer communication through chat functionality.
Sales management software will often integrate with third party solutions via an API. Common integrations for sales management software include accounting, email, CRM, social media and mobile integration. These help users expand their sales campaigns by providing additional help in capturing and managing leads, as well as understanding customer preferences.
Due to the importance of maintaining sales data confidentiality, sales management software supports features such as access control, role-based permissions and single sign-on. This allows users to limit permissions to files and assign access rights based on specific roles.
|Lead management||Helps sales representatives assign, generate, capture, and nurture leads up to the point of conversion.|
|Contact management||Maintains a database of leads with contact details, call history, activity tracking, and contact history for future sales campaigns.|
|Opportunity management||Enables sales representatives to track potential sales opportunities through order management, pipeline management, and quote management.|
|Productivity||Helps sales representatives manage daily work schedule by organizing meetings with potential leads through calendar invites, task scheduling, and document management.|
|Analytics||Allows sales representatives to visualize sales campaigns in dashboards, graphs, and charts by filtering sales data such as lead generation and conversions.|
|Integrations||Helps connect with other software that has specialized functionality such as email, CRM, marketing, and more.|
|Security||Monitors file permission and sign-on of sales representatives to manage confidential sales data.|
|Additional features||Enables sales management software to have more features such as chat, gamification, email templates, and more.|
After you have generated your leads, it's important to maintain them through marketing campaigns and other means of communications. Sales marketing software helps you automate the process of sending notifications through emails to potential leads. Lead management functionality helps generate, capture, and assign leads to sales representatives.
Here are some of the features that you should keep in mind while evaluating the lead management module within sales management software:
|Lead assignment||Allocates leads to sales representatives so that no lead remains unattended from the contact list.|
|Lead capture||Collects leads data from different sources such as company websites, advertising campaigns, and social media pages.|
|Lead generation||Stimulates interests in potential leads for a particular product or service through marketing and advertising campaigns.|
|Lead nurturing||Helps representatives develop a relationship with potential buyers and engages them through email campaigns and telephone calls.|
Sales management software helps you access business leads data such as logs of communication, contacts lists, sales activities, and much more. The software gives you a broader picture of your leads through social media analytics, campaign history, and previous sales deals. You can also track lead sales activities through call recordings kept for future reference.
Here are a few contact management features that your sales management software should have in order to maintain lead data:
|Activity tracking||Helps with understanding the needs/preferences and likes/dislikes of prospective buyers so that the salesperson can make an appropriate pitch.|
|Call recording||Records all calls made by sales representatives to prospective customers for selling products or services.|
|Contact database||A database containing contact details of prospective and existing customers.|
|Contact history||Maintains old records of contact details and the conversations that sales representatives had with prospective buyers.|
Measuring the success of your sales goals is essential to maintaining higher revenue and profitability. Sales management software helps you set a sales target for a week or month so that you can set an effective goal. The software also helps with pipeline management by creating a sales road map that guides your sales activities. Sales management software allows you to visualize your sales pipeline in real time and inform you about potential sales opportunities to increase your sales target.
Some of the key features of opportunity management to consider while looking for a sales management solution are listed as follows:
|Goal setting/tracking||Generates sales targets for sales representatives during a customizable time span.|
|Order management||Assists in handling requests for number of orders received, allocating inventory, verifying credit limits, and scheduling delivery.|
|Pipeline management||Suggests the number of orders at different stages of the sales process and helps managers allocate resources.|
|Quote management||Digitizes and manages sales quotes and proposals.|
Keeping track of your documents and your schedule is essential to maintaining consistent sales goals. Sales management software offers calendar management to manage sales meetings, collaboration tools such as chat messages to communicate with peers, task management, and other productivity tools to stay up-to-date with the latest sales leads.
While purchasing a sales management solution, make sure that you have the following productivity features:
|Calendar management||Create, track, and manage sales events, calls, and appointments. Provides timely reminders through pop-ups to follow up on sales calls.|
|Collaboration tools||Helps in coordinating between sales representatives and managers, and provides a unified platform to communicate and work on sales leads.|
|Configurable workflow||Standardizes the processes and activities associated with sales management and makes it easy for managers to train new sales representatives.|
|Document storage||Helps in securely maintaining and sharing documents related to sales calls, price negotiations, client details, and upcoming sales events.|
|Task scheduling||Helps in arranging sales calls, appointments, and sets up timetables for the upcoming days or weeks.|
|Task tracking||Tracks prior days' completed work, task status, and future work requirements.|
Analytics helps you assess the effectiveness of sales campaigns by presenting data related to leads generation, sales calls, and conversions all in a single dashboard. You can also filter prospective leads in the database from converted leads by making use of filtering options for data segregation. The software also helps you represent sales figures and market spending in the form of charts, graphs, and diagrams. You can also utilize predictive analytics features in sales management software to forecast your sales by the month or year.
Keep a note of the following analytics features if you are planning to buy sales management software:
|Campaign analysis||Measures the success of sales campaigns by analyzing the number of leads generated, leads nurtured, and the number of calls converted into sales.|
|Data filtering||Segregates prospective buyers in the database from other leads so that sales representatives exert more effort on more promising leads.|
|Data visualization||Represents sales figures and market spending in the form of charts, graphs, diagrams, and figures.|
|Pipeline reports||Presents a list of prospective buyers, their current position in the sales process, and their point of contact in the sales team.|
|Real time reporting||Presents a sales report on the number of calls converted, the number of appointments made with clients, and the revenue generated through sales.|
|Sales forecasting||Predicts future sales based on leads captured, past sales data, market trends, and macroeconomic conditions.|
As your sales business expands you might find yourself needing to expand your sales campaigns with CRM, social media, and email features. These integrations increase the scope of your sales management software by offering more features to assess your customer service.
Here's a list of some of the integration features that you can choose for sales management software:
|Accounting integration||Helps in invoicing, payments, tracking customer orders, tax calculations, account history, budget analysis, and sales reports.|
|APIs||Provides a set of tools to build applications that can integrate with sales management software to improve the user experience.|
|CRM integration||Helps in understanding customer preferences, lead tracking, and prioritizing leads. Customer purchase history provides upsell opportunities for sales representative.|
|Email integration||Helps in reaching out to prospects and existing customers through email campaigns, informs them about the new product launches, and offers on existing products.|
|Mobile integration||Helps in mobile invoicing, tracking sales operations, creating sales estimates on the move and sending/receiving information in real-time.|
|Social media integration||Captures sales leads from social media accounts, addressing customer queries, and integrating data from conversational platforms on social media.|
Sales management software helps monitor access to files to maintain confidentiality of sales data. Through access control and role-based features, you can limit permissions to files and assign rights based on roles.
Check out some of the security features that you can chose for sales management software below:
|Access control||Provides limited viewing rights to sales representative to protect confidential information of customers.|
|Role-based permissions||Helps restrict privileges so that permissions are available to only selected employees.|
|Single Sign On||The feature allows sales representatives to access multiple applications with a single account login.|
Add-ons can help you get more sales leads and manage your sales campaigns through additional features such as email templates, chat, and gamification. These features may not be part of the base package but can be useful if you are seeking to use a sales management software for a longer period of time.
Here's a list of some of the additional features that you can look for in most sales management software.
|Chat||Functionality that allows sales representative to communicate with customers and prospects through text messages.|
|Gamification||Motivates and engages sales team by using leaderboards, challenges, points, and instant recognition to create a high performance culture.|
|Email templates||Documentation/note templates that make it easier and faster for sales representatives to send relevant information (e.g., sales quotes) from a product list via email.|
|Purchase orders||Tracks each product sale or order and automatically adjusts product quantities accordingly.|
GetApp's Category Leader ranking is for business owners and decision makers looking for a comprehensive list of the leading cloud-based software products in the industry.
The ranking serves as a point of reference highlighting key factors that small businesses should look at when assessing a piece of software. These factors include user perception (reviews), compatibility (integrations and mobile compatibility), market presence (media presence), and security features (security).
An app's score is calculated using five unique data points, each scored out of 20, giving a total score out of 100. The ranking and scoring methodology ensure complete impartiality and independence from any relationships that GetApp has with app vendors.
Review scores are calculated using reviews collected from GetApp and its sister sites, Software Advice and Capterra. Scores are calculated based on the total number, average rating, and recency of reviews.
The number of reviews and average user rating are scaled against the category average. A weighting is then applied to reward recency of user reviews: reviews written in the last 6 months score up to 10 points, those written between 6 and 12 months ago score up to 6 points, and those more than 12 months old score up to 4 points. These numbers are added together to give a total maximum score of 20.
Integration scores factor in a number of variables. Up to 16 points are awarded based on the number of integrations an app has; the first 10 points are awarded based on the number of integrations relative to the category average, while 4 points are awarded based on the number of integrations relative to the leaders in the category. An additional 5 points is awarded for an integration with Zapier, a widely used software integration platform, while an extra point is given for having an open API. The total possible score for integrations is 20 points.
Mobile scores are calculated based on the availability of an iOS and Android app. 5 points are awarded for the presence of each app, with an additional 10 points being awarded for the number and average rating of reviews in both the App Store and Google Play. These review scores are calculated and scaled against the competition for a maximum of 5 points per platform and an overall maximum score of 20.
If there isn't a native iOS or Android app, the product's website is assessed using Google's PageSpeed Insights to measure mobile usability. The score is returned out of 100, then scaled to a score out of 5 for a maximum of 5 points.
Media presence is calculated using the number of Twitter followers and Facebook fans that an app has. The number of fans and followers are added together, and each app is scored based on this overall number, compared with others in the category. The first 15 points are awarded for the combined number of followers and fans scaled against the category average, while the final 5 points are awarded for the combined number of followers and fans scaled against the top leaders in the category. These two scores are added together for a total out of 20 points.
Security scoring is calculated using answers from a vendor-completed survey. The questions in the survey are based on the Cloud Security Alliance self-assessment form as part of the Security, Trust & Assurance Registry. With 15 questions, each answer is assigned a point value based on vendor response, with additional points given for security certifications, for a maximum possible score of 20.
In the event of a tie, each data point is weighted for importance, with security taking precedent, followed by reviews, integrations, mobile apps, and media presence, respectively.
*All data points combining calculations for both ratings and reviews are calculated using a Bayesian estimate, which is a weighted average that includes the number of reviews and the rating of an app, benchmarked against others in the category.