Sales Efficiency: the sales tools your team actually needs

sales enablement sales training sales challenges sales team performance sales

There are plenty of sales tools out there, and these six categories will surely help your team be more productive and efficient. Here are the top sales tools categories that effectively leverage technology and smart integration methodologies to help your team drive more sales.

When analysing and selecting sales tools — whichever tools, really — it is important to understand that those tools must adapt to your team’s needs and sales processes specificities, and not the other way around. Every tool’s aim should be to assist your team and facilitate their work, allowing you to scale. Your tools must not create entropies or overhead. If they do, those are not the right tools for you.

We would also recommend that you somehow limit the number of tools people work with. If there are too many tools, you make way to dispersion, confusion, inefficiencies, error-prone reporting and - let’s face it – at some point too many tools end up increasing the sales reps’ workload instead of helping decrease it.

Ideally, your tools will be integrated at some level. Smart dashboards, integrated worksheets and real-time online tools are the best because they simplify sales operations and bring more transparency and clarity to work processes. Every tool must be easy to use: technology should never be a barrier to productivity. You should also remember to be realistic and pragmatic when making your choice: it is unlikely that you will need the advances version of every best tool in the market. Compact or demo versions might very well suit all your needs – and your budget.

 

These are the 6 categories of sales tools that your sales team actually needs

1. CRM (Customer Relationship Management)

A CRM is a sales team’s most important tool, because it helps manage all their customer data in one place. A CRM allows sales reps to be more efficient: they can track customer history and add reminders for follow-ups, sales calls, offline meetings and more. A CRM will help manage a growing database and can effectively sped up the growth process. Because it centralises customer data, a CRM will provide all the reporting you need in regard to different sales metrics. Ideally, the CRM you use should be integrated with other tools. G2 has a great list of CRM software choices based on user reviews.

 

2. Sales and market intelligence tools

These tools will help gather information and make smart business decisions: using market intelligence tools will help qualify your leads and their companies before you even reach out. Sales and market intelligence tools will help teams be more efficient in feeding your sales pipeline with the best fits.

 

3. Prospecting tools

You can think of prospecting aids as the second level of market intelligence tools: they will help you identify and qualify decision makers you should be in contact with. You can do this through social media, using platforms like LinkedIn, community forums or even Twitter threads, but there are tools that focus specifically on this. Here is an article with some recommendations.

 

4. Automation tools

If you manage to use technology and smart automation to free up you team’s time, you are helping your team succeed. Sales automation tools can pick up tasks such as manage your contacts, find leads, verify email addresses and find real-time information to social as well as business information.

 

5. Productivity tools

As in any other part of your business, productivity tools will boost your sales teams’ efficiency and morale, making their everyday tasks easier and more enjoyable. From document sharing to calendar scheduling and conference calls, you can explore different options to put technology at your service. Some CRM will offer productivity hacks, but there are plenty of free online tools that will help your team’s productivity.

 

6. Learning management software and training platforms

Sales training is key to sales success. Product knowledge paired with sales skills training are essential to help your sales reps be better at their jobs. This knowledge needs to keep up with the evolution of both your product and the market, requiring frequent refreshers and updates. A robust training platform will help you manage your sales rep’s development needs. You can use it to facilitate onboarding, deliver product training, host and share your sales playbook, document and spread sales processes and templates… all of this knowledge can be available online, 24/7, ideally smoothly integrated with your CRM.
There are plenty of training platforms in the market so you will surely be able to find the one that best suits your needs and your budget. To learn more about bugle video training platform, click here or request a personalized demo with the bugle team.

 

The next step now is to find the moments in your sales cycle that needs the most attention, carefully evaluate which tools might fit your needs and build an integrated tools suite that can charge a faster growth.

 

How to setup Sales training

 

You may also find interesting:
12 tips to choose the right training platform (article)
The simple economics of Online Sales Training (article)
Why move your Sales Playbook to an Online Academy (article)
How to leverage video to teach sales skills (article)
How having a brand academy helps Marketing and Sales KPIs (article)

 

Would you like to learn more about how bugle can help with Sales Training? Let's talk.

Writen by Rodrigo Pessoa Jorge
30-May-2019 10:58:00

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