Sales Management Software

What is Sales Management Software?

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.

Sales Management software features guide

Core functionalities of sales management software

Functionality Description
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.

Lead management

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:

Features Description
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.

Contact management

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:

Features Description
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.

Opportunity management

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:

Features Description
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.

Productivity

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:

Features Description
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

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:

Features Description
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.

Integrations

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:

Features Description
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.

Security

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:

Features Description
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.

Additional features

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.

Features Description
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.

Sales Management Category Leaders Q1 2018

ArchivedThis ranking is not scheduled to be updated and is provided here for historical perspective

GetApp's quarterly ranking showcases the top 25 Sales Management apps based in the cloud. Each app is scored using five factors, worth 20 points each, for total possible score out of 100. These factors include user reviews, integrations, mobile app availability, media presence, and security. Each app's score is independent of commercial interests and existing relationships that GetApp has with app vendors.

Scroll down for more details about how we calculate scores.

Reviews
Integrations
Mobile
Media
Security

1. Salesforce Sales Cloud

Cloud-based CRM & Sales Automation
96
20
20
20
16
20

2. HubSpot CRM

Everything you need to sell in one integrated suite
83
18
16
16
20
13

3. Zoho CRM

Multichannel CRM for businesses of all sizes
78
16
17
16
16
13

4. TEAMGATE

Inbound Sales CRM
74
13
12
14
16
19

5. Infusionsoft

CRM, sales & marketing software for small businesses
74
15
16
14
16
13

6. NetSuite CRM+

Grow Your Company in the Cloud with NetSuite CRM
71
10
9
14
18
20

7. SalesforceIQ

Simple cloud-based CRM
70
10
15
16
9
20

8. Pipedrive

CRM built by salespeople, for salespeople
67
18
16
16
6
11

9. WORKetc CRM

All-in-one business management system. CRM + Social + Projects + Billing
61
12
4
15
14
16

10. Insightly

The CRM For What You Value Most - Life. Time. Customers.
61
12
16
16
4
13

11. Capsule

Take care of your customers and sales opportunities
60
11
16
16
4
13

12. PipelineDeals

Sales Productivity Platform
58
13
15
15
3
12

13. Pipeliner CRM

It's All About Sales! Pipeline management, sales process.`
58
12
16
13
6
11

14. Workbooks CRM

CRM For Small and Medium Businesses
56
12
11
13
3
17

15. amoCRM

Lead & Sales Management for SMBs
56
10
16
14
2
14

16. Apptivo CRM

CRM for managing customer accounts
55
14
7
15
5
14

17. Salesflare

More sales with less work for startups and small businesses
53
11
8
14
6
14

18. noCRM.io

Lead management software to help salespeople convert leads
51
12
10
14
2
13

19. Base CRM

All-in-one sales platform for sales teams
50
12
16
17
5

20. ForceManager

Mobile CRM and Sales Management Software
49
7
11
16
3
12

21. VanillaSoft

Lead management software and CRM solution - The Power of Simplicity
48
8
4
0
16
20

22. Oracle CRM On Demand

Industry-specific on-demand CRM solution
48
10
11
14
13

23. Mothernode CRM

Complete CRM for Small and Medium Sized Businesses
43
9
5
15
2
12

24. LeadMaster

Sales Lead Management / CRM
42
8
2
13
2
17

25. Sellsy

CRM, invoicing, automation, marketing (+ more) in one place!
42
6
7
10
5
14
Reviews
Integrations
Mobile
Media
Security

Who is the ranking for?

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).

How are the scores calculated?

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.

User Reviews*

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.

Integrations

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 Platforms*

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

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

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.