Sales Management Use Cases
Ramp Up Sales with the Right Management Tool
Sales management tools help teams command their sales pipelines, plan timely and relevant sales interactions, and identify the most valuable prospects. The right sales management solution can inform sales coordination efforts, new product development ideas, pricing optimization, and forecasting. In a competitive digital landscape, sales management plays a vital role in sales success.
Tips for Evaluating Sales Management Tools
Essential Integration Capabilities
Can the solution connect to your back office software? Legacy systems? Project management? Marketing? It should integrate with other essential systems for a 360 view of your sales data.
Typical examples of mobile use cases are reviewing notes, cases, and opportunities before a meeting; scheduling driving directions and best route; and looking up a client’s phone number. These are the kinds of mobile capabilities sales teams require for proper sales management.
An intuitive interface increases your chances of successful user adoption. If the interface is complex or hard to learn, your reps won’t use the tool. Evaluate the interface to make sure it provides an intuitive experience.
Automated workflows force sales to follow a process. They automate the routine tasks, ensure that sales management is measuring all opportunities consistently, and make sure all internal or external regulations are being met.
Quoting & Orders
Having to jump from one system to another reduces user adoption. That's why it's critical to move your ordering into your CRM. Many products now have the ability to create quotes and proposals, send them electronically for signature, invoice the customer, and move the order to the back office.
Easy Reporting & Dashboarding
Sales management needs the ability to analyze collected data quickly and then rapidly generate reports and dashboards. The system should be easy enough for sales to generate their own reports without burdening IT. Reports like sales funnels and lead pipelines should be standard.
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