The five benefits of sales software
If properly handled, digital transformation can have a disrupting impact on the world of sales that for such a long time has been clinging to old procedures that are a far cry from today’s performance standards. The concept that process digitalisation aspires to is precisely this one: effectiveness, for such a long time sacrificed in the name of extremely complicated, disconnected and error-prone working methods.
If we focus our attention on sales, digital transformation does not revolve around a different mind-set or a different approach to work and its patterns, it is also about having tools that support this new productivity and efficiency-driven way of working. There’s urgent need for sales software that makes sellers overcome in one stroke all the inefficiencies that are associated with manual procedures and above all that may let them concentrate on sales, not on all that surrounds them. In this respect, the current situation is fairly worrying: according to a survey by InsideSales.com, sellers spend just 37% of their time in their core job, that is, selling. The reasons are those we mentioned before: old procedures, old inefficiencies and inferior tools.
The benefits of sales software: zero mistakes and quick analytics
From a technological point of view, the solution lies in integrating a sales management tool that has been specially devised to maximise the effectiveness and productivity of those who use it. The many advantages of sales software undoubtedly include integration with the company’s management systems (especially the CRM), a lower number of mistakes and a streamlined process. But the data-driven approach to sales management that is provided by integrated analytics and reporting tools should not be underestimated either.
- A streamlined process
A benefit that is as “unspecific” as it is essential. Using software to handle the active sales process, that is, from negotiating to closing the deal, via configure price and quote, is godsend if you don’t want to waste time and avoid mistakes and all sorts of inefficiencies. Especially for the less experienced sellers, having a technological aid ‘guiding’ them through the process will remarkably increase their effectiveness and the chance to turn a negotiation into a signed deal. And the reason is that the seller’s inefficiency will waste the buyer’s time, and this can impair that bond of trust that a successful negotiation should be built upon.
- Integration with the company’s software
Good sales software can be integrated with the company’s systems, especially the CRM, which acts as the repository of all customers’ information. There are two advantages in this: the first, and maybe the most important, one is remarkably increased productivity after dismissal of manual procedures, such as importing the customers’ information or uploading contracts in the company’s systems, though the opportunity of integrating the sales software with the ERP (Enterprise Resource Planning) management system, providing sellers with additional information in support of the sales process, such as stock availability, should not be underestimated either.
- Considerably fewer mistakes
Mistakes due to manual procedures may be remarkably reduced by sales software. When human beings are involved, there’s always a very small possibility the seller may be misconfiguring a quote and the buyer may overlook the mistake, but the chances will at least be quite remote. This has extremely positive consequences on corporate reputation, it is part of customer retention, and from the sellers’ point of view this will let them focus on their core jobs instead of having to correct their mistakes.
- Analytics and reports
Speaking of the advantages of using sales software, we tend to underestimate the impact of the entire sales function taking a data-driven approach. That’s no small thing: the opportunity to quickly create reports and analytics provides sales managers with an exhaustive overview of their sellers’ performance and how to improve it. One could find out that a given geographical region ‘needs’ a product more than another, that some sellers need specific training on some issues, and so on. In sales as much as in any other business, a data-driven approach is a powerful driver of efficiency.
- A greater focus on sales
This is like putting the previous points “in a nutshell”, and that’s why it has been mentioned so often. Being able to do one’s job is not always so easy as it would seem: inefficiencies, the hectic pace of life, the need to correct mistakes, and a more or less close and effective relationship with one’s company, will get in the way. Sales software is not a magic wand that will turn a company full of weaknesses into a paragon of productivity overnight, but it’s undoubtedly a big step forward in the right direction.