Supercharge Your Team with the Best Sales Management Software for 2024

In B2B sales, being ahead of the curve isn’t just nice to have, it’s necessary. As we head into 2024 the sales management landscape is moving fast, driven by technology and market changes. For sales and revenue leaders, the right sales management software can be the difference between hitting targets and smashing them.

But with so many options out there, how do you choose the one that will supercharge your sales team? In this guide we’ll go deep into the world of sales management software, looking at the features that matter, the top solutions, and how to implement them for maximum impact.

Table of contents:

1. Sales management software 2024

2. Key features that matter

3. Top sales management tools 2024

4. Sales management software for your team

5. Implementing sales management software in 7 steps

6. Conclusion

Sales management software 2024

Those days are long gone when a basic CRM was enough to keep your sales team competitive. Today’s software to manage sales are complex ecosystems that integrate with your entire sales tech stack, providing real-time insights, predictive analytics, and automation capabilities that were once science fiction.

The history of sales management tools

To understand where we are, we need to know where we’ve been. Let’s take a quick look at the evolution of sales management software:

1. The Rolodex Era (1950s-1980s): Sales management started with physical rolodexes and paper files. This manual system was slow and error-prone.

2. The Digital Dawn (1980s-1990s): The introduction of personal computers brought digital contact management systems. Software like ACT! allowed sales reps to store customer information electronically.

3. The CRM Era (1990s-2000s): Sales CRM systems emerged, providing a 360-degree view of customer interactions. Siebel Systems and Salesforce led the way.

4. The Cloud Era (2000s-2010s): Cloud-based CRMs like Salesforce and HubSpot CRM made powerful sales tools available to all businesses.

5. The AI and Big Data Era (2010s-Present): Advanced analytics, artificial intelligence and machine learning are now turning sales management software into predictive and prescriptive tools.

This has brought us to the current state of sales management software—a world of opportunity and disruption.

The trends

As we look at the sales management software landscape in 2024, here are the trends:

1. Artificial intelligence and machine learning: AI is no longer a buzzword—it’s a feature of top sales management software. From predictive lead scoring to AI-powered sales forecasting, these are changing how sales teams work.

• Predictive analytics: AI algorithms look at historical data to predict future outcomes, so sales teams can focus on the best leads and opportunities.

• Conversational AI: Chatbots and virtual assistants are getting smarter, handling initial customer inquiries and qualifying leads before human intervention.

• Sentiment analysis: AI tools can analyze customer communications to gauge sentiment and identify issues or opportunities.

2. Integration and interoperability: The top sales management tools now offer deep integration, especially with HubSpot. This means data flows seamlessly across all your sales and marketing tools.

• API-First: Modern sales management software is built with integration in mind, with robust APIs for easy connections to other tools.

• Ecosystem development: Many are building their own app marketplaces, so third-party developers can create custom integrations.

• Data unification: Advanced tools can now pull data from multiple sources to show a single view of the customer journey.

3. Mobile-first: With sales teams more distributed than ever, mobile has gone from nice to have to must-have.

• Responsive design: Sales management software is now designed to work beautifully across devices, from desktop to mobile.

• Offline access: Many tools offer offline access to critical data, so sales reps can work even without the Internet.

• Mobile-specific features: Some platforms are building mobile-only features like voice-to-text input for quick note-taking on the go.

4. Advanced analytics and visualization: Data is the lifeblood of modern sales teams. Today’s software has advanced analytics and visualization tools that turn data into action. Sales data is key to managing sales performance and decision making, to help with record keeping and KPI monitoring.

• Real-time dashboards: Dynamic, customizable dashboards show key performance indicators at a glance.

• Interactive reports: Advanced reporting tools allow you to drill down into data to find more insight.

• Predictive modeling: Some platforms let you create “what-if” scenarios to help leaders make data-driven decisions on resource allocation and strategy.

5. Customisation and flexibility: One size doesn’t fit all in sales management. The top software solutions offer high levels of customization to fit your sales process and methodology. Sales management systems can be tailored to your workflow and sales process to help your sales teams hit their revenue targets.

• No-code customization: Many platforms now have drag-and-drop interfaces for custom workflows and automation.

• Industry-specific: Some are building industry-specific versions of their software, to the needs of different industries.

• Modular: Businesses can often choose the features they need, to build a custom solution that fits their needs.

6. Security and compliance: With data privacy regulations getting tougher globally, sales management software is adapting to the challenge.

• GDPR and CCPA compliance: Top solutions have built-in tools to help businesses comply with data protection regulations.

• Encryption: Data at rest and in transit is encrypted with enterprise-grade encryption.

• Access controls: Granular permission settings so you can control who has access to customer data.

7. Social selling: As social media is playing a bigger role in B2B sales, sales management software is adapting to include these channels.

• Social listening: Some platforms have social listening tools to monitor sales opportunities and customer sentiment.

• LinkedIn integration: Given LinkedIn’s importance in B2B sales, many tools now have deep integration with the platform so you can prospect and track engagement.

• Multi-channel communication tracking: Advanced systems can now track and analyze customer interactions across multiple social channels to show a single view of the customer.

The results

Advanced sales management software is having a big impact on B2B sales. Here are some stats and real-world examples:

1. Increased efficiency and productivity:

• According to a recent Salesforce study, companies using AI in their sales process saw 50% more leads and appointments, 60% cost reduction and 40% less call time.

• A McKinsey report found sales teams using advanced analytics and AI tools saw 15-20% increase in lead conversion rates on average.

2. Better forecasting:

• Gartner predicts by 2025, 75% of B2B sales organizations will augment their traditional sales playbooks with AI-guided selling solutions, to improve forecasting.

3. Deeper customer engagement:

• Aberdeen Group research found companies using advanced sales engagement platforms saw a 13.6% year-over-year increase in deal size compared to 5.5% for non-users.

4. Faster deal velocity:

• InsideSales.com found sales reps using AI-powered sales tools saw a 30% reduction in time to close deals.

• Topo research found 64% of high-growth companies use automation in their sales process, to get faster deal cycles and more revenue.

5. Better team collaboration:

• Salesforce research found that 73% of sales teams say collaborating across departments is critical to their overall sales process, so integrated sales management is key.

6. Data-driven decision making:

• Domo research found that 71% of sales managers say sales analytics helps them meet or exceed their revenue targets.

• Aberdeen Group research found that best-in-class companies are 2.2 times more likely to use sales analytics tools and see 8.1% year-over-year revenue growth compared to 2.9% for all others.

These stats prove the impact advanced sales management software can have on a B2B sales organization. The move to AI-powered, data-driven sales processes isn’t just about being more efficient, it’s about being more competitive in a crowded market.

Now it’s 2024 and these tools are no longer nice to have for companies who want to stay competitive. The question is no longer whether should I invest in advanced sales management software, but which one will best fit my organization and drive the most improvement in my sales performance.

Key features that matter

In the fast-paced world of sales, having the right tools makes all the difference. Modern sales management software has many features designed to empower your team and deliver results. Let’s look at the key ones that will transform your sales.

AI analytics and forecasting

Artificial intelligence has changed sales analytics, giving you more insight and prediction than ever before. With AI-powered features, you can prioritize leads better, forecast revenue more accurately, and get deep into each opportunity. Sentiment analysis of customer communications helps you spot issues or opportunities early. AI enables data-driven decision-making so sales leaders can allocate resources wisely and guide their teams with precision.

Pipeline management

Pipeline management is the foundation of sales success. Look for software that has customizable pipeline stages to match your sales process and visual representations of deal progress. Automated pipeline analysis will highlight bottlenecks and suggest improvements, while individual deal tracking gives you a granular view of your sales operations. This level of visibility enables proactive management and timely interventions so your sales machine is well-oiled and running smoothly.

Integration

In today’s connected business world, your sales management software needs to play nicely with others. Bi-directional sync with your CRM ensures data consistency across platforms. Pre-built integrations with common business tools simplify workflows and open APIs allow for custom integrations to meet your business needs. A well-integrated system gives you a single view of the customer journey and coordination across departments and a better customer experience.

Sales enablement and content management

Having the right resources at the right time is key. Look for centralized content repositories to improve access and version control. AI-powered content recommendations will suggest the most relevant content for each sales situation and performance tracking of sales collateral will inform your content strategy. Interactive sales playbooks and just-in-time learning modules will make sure your team has the right tools and knowledge to close deals.

Reporting and dashboards

Turning data into insight is key to making informed decisions. Real-time data updates keep everyone up to date. Role-specific dashboards for reps, managers, and execs and automated reporting save time and ensure consistency. Interactive data visualization allows deeper analysis so everyone can make informed decisions across the organization.

Mobile and real-time

In a mobile work environment access to critical information on the go is essential. Look for fully featured mobile apps that have access to all key functionality. Real-time sync across devices ensures data consistency and offline access to critical information so work can continue without an internet connection. Mobile-specific features like voice input can boost productivity for field sales teams so your team can stay productive and responsive no matter where they are.

Sales coaching and performance

Continuous improvement is the key to long-term sales success. AI-driven coaching recommendations can provide personal guidance at scale, and call recording and analysis tools can turn every conversation into a learning opportunity. Performance benchmarking will identify areas for improvement and goal setting will align individual efforts with organizational objectives. A skill gap analysis will inform targeted training initiatives and create a culture of continuous learning and performance improvement within your sales organization.

By focusing on these features when choosing your sales management software you’ll be ready to turbocharge your sales team’s performance. Remember the right tool doesn’t just simplify processes it enables your team to sell smarter, close deals faster, and drive growth for your business.

Top sales management tools 2024

Now that we’ve covered the features, let’s look at the top sales management software solutions for 2024:

Forecastio: Forecasting and pipeline management

Forecastio stands out in the crowded sales management software space for its AI-powered forecasting and seamless integration with HubSpot CRM. This powerful tool is designed to change how B2B companies approach sales performance management especially those with complex sales cycles.

Key Features:

• Best in class forecasting: Use AI to predict future sales with unprecedented accuracy so you can make more informed decisions and plan with confidence.

• Pipeline analysis: Uncover hidden opportunities and roadblocks in your sales pipeline so you can manage and optimize proactively.

• Leadership insights: Pre-build dashboards and reports for VPs and Heads of Sales to drive strategic growth.

• Sales performance management: Go beyond basic CRM with tools to enhance every part of your sales operation.

• Resource allocation: Use advanced sales and capacity planning to always have your team in the right place.

B2B companies with complex sales cycles especially those already on HubSpot CRM will find Forecastio especially valuable. It’s a premium tool in your sales tech stack but the ROI is huge if you use it fully.

HubSpot Sales Hub: Inbound sales solution

HubSpot Sales Hub is a powerful, user-friendly sales platform that integrates seamlessly with HubSpot's CRM and marketing tools, making it an excellent choice for standalone sales teams and organizations.

Pros:

• Tight integration with HubSpot CRM and Marketing Hub

• User-friendly interface with a short learning curve

• Strong email tracking and templating

• Built-in meeting scheduling

• Conversation intelligence

HubSpot Sales Hub is ideal for SMBs and mid-market companies, especially those already in the HubSpot universe. Some features are only available in higher-tier plans.

VPs of Sales note: While HubSpot Sales Hub is a good start, many organizations find that adding specialist tools like Forecastio can really boost their sales performance management. This combination gives advanced forecasting, pipeline management, and sales & capacity planning features to drive strategic growth.

Salesforce Sales Cloud: CRM and sales management

Salesforce is the giant in the CRM and sales management space with a whole host of features.

Features:

• Full CRM functionality

• Einstein-powered insights for predictive analytics

• Highly customizable to fit any sales process

• Huge ecosystem of third-party integrations and apps

For large enterprises with multiple requirements and the resources to implement and maintain the system. But complexity will require dedicated admin support to get the most out of it.

Pipedrive: Visual pipeline management

Pipedrive is famous for its simple interface and visual pipeline management.

Pros:

• Visual pipeline management

• AI-powered sales assistant for task prioritization

• Customizable workflows and automation

• Strong mobile app with offline capabilities

Pipedrive is great for small businesses looking for a simple, visually based sales management tool. It may not have all the features of an enterprise solution but simplicity and ease of use is a big win for many organizations.

Outreach: Sales engagement platform

Outreach is all about optimizing outbound sales processes and engagement strategies.

Pros:

• AI-powered sales engagement tools

• Multi-channel orchestration for consistent outreach

• Revenue intelligence for strategic insights

• Conversation intelligence to improve sales conversations

Outreach is ideal for B2B companies with an outbound sales and account-based marketing focus. It has a steeper learning curve and higher price point but can be a game changer for organizations that adopt the methodology fully.

Creatio: No-code CRM and workflow automation

Creatio offers CRM products for marketing, sales, and service. Its sales automation offering is powered by a unique combination of no-code and GenAI tools to help organizations automate sales workflows without coding and achieve remarkable time-to-value.

Pros:

• Unified no-code platform to automate customer engagements;

• No-code tools for easy customization and app creation

• Creatio Copilot and AI-powered predictive scoring and forecasting

• Industry-specific solutions for 20+ verticals

Creatio is ideal for organizations looking to automate and optimize the entire customer journey from marketing to sales to service. Its no-code platform allows for rapid and easy customization and app creation without heavy IT involvement.

Each of these solutions has its strengths and is suited to different organizations, sales philosophies, and sizes. The key is to find the one that fits your specific needs and integrates with your existing processes.

Sales management software for your team

Choosing the right sales management software is a big decision that can impact your team’s performance and your business’s bottom line. Here’s how to do it:

1. Audit your current sales process and pain points

Start by doing a full audit of your current sales workflow. Identify bottlenecks, inefficiencies, and areas where your team struggles. Survey your sales reps, managers, and executives to understand their daily challenges and wish lists for change.

Questions to ask:

• What are the most time-consuming tasks in our current process?

• Where do we lose deals most often in our sales pipeline?

• What data or insights do we lack that would help us make better decisions?

• How well does our current tech stack support our sales process?

2. Must have features

Based on your audit, create a prioritized list of features your new sales management software must have. Distinguish between must-haves and nice-to-haves. Consider current needs and future requirements as your organization grows.

Example priority list:

1. Advanced AI-powered forecasting

2. Deep integration with existing CRM (e.g. HubSpot)

3. Customizable pipeline management

4. Mobile accessibility with offline capabilities

5. Strong reporting and analytics tools

3. Scalability and future growth

How will each solution scale with your company’s growth plans? Look for software that has flexible pricing tiers or modules that can be added as you grow. Consider:

• Ability to add new users or teams

• Handling increasing data volumes

• Flexibility to customize processes as your sales methodology evolves

• Availability of advanced features you may need in the future

4. Integration

Make sure it integrates with your existing tech stack, especially your CRM. Look for pre-built integrations with other tools you use (e.g. marketing automation, customer service platforms, ERP systems). Consider API access for custom integrations if needed.

Integration checklist:

• Bi-directional sync with CRM

• Email and calendar tools

• Marketing automation platforms

• Business intelligence tools

• API access

5. ROI and total cost of ownership

Look beyond the price tag to understand the full cost of implementation and maintenance. Calculate the ROI based on expected improvements in efficiency and sales performance. Consider:

• Initial software cost and ongoing subscription fees

• Implementation and customization costs

• Training costs for your team

• Downtime during migration

• Ongoing support and maintenance costs

6. Industry-specific capabilities

If your industry has specific requirements or compliance needs, make sure the software can handle them. Look for vendors with experience in your industry or industry-specific versions of their software.

7. Read user reviews and ask for recommendations

Use peer reviews by reading reviews on trusted sites. Ask colleagues in similar roles or industries for recommendations. Look out for comments on ease of use, customer support, and the vendor’s response to feature requests and bug fixes.

8. Request demos and trials

Once you’ve narrowed it down to your top choices, request demos from your top picks. Many vendors offer free trials or pilot programs. Use these to test the software in your actual work environment and get feedback from your team.

Implementing sales management software in 7 steps

Choosing the right software is only half the battle. Implementation is key to getting the most out of your investment. Here are some best practices to make it a smooth one:

1. Get buy-in from leadership and sales team

• Communicate the benefits to all stakeholders clearly

• Address concerns and resistance before they arise

• Involve key team members in the selection and implementation process

2. Phased rollout

• Start with a pilot group to test and refine the implementation

• Create a timeline for full deployment, including milestones and checkpoints

• Plan data migration and system integration well in advance

3. Training and support

• Offer a range of training options (e.g. in-person workshops, online tutorials, documentation)

• Appoint “power users” to provide peer support

• Set up a clear support process for ongoing questions and issues

4. Clear KPIs and success metrics

• Define what success looks like for your business

• Set measurable targets for adoption rates, efficiency gains, and sales performance

• Review and communicate progress towards these targets regularly

5. Continuous improvement

• Ask users for feedback and act on it

• Stay up to date with new features and updates from your vendor

• Refine processes and workflows to get the most out of the software

6. Data quality and governance

• Set up data entry standards and processes

• Audit and clean your data regularly

• Implement data governance to keep data clean

7. Adoption culture

• Lead by example, with management using the new system themselves

• Celebrate early wins and share success stories

• Consider gamification or incentives to drive adoption and usage

By following these you’ll be well on your way to a successful implementation that delivers real value to your sales team and business.

Don’t forget, that implementing new sales management software is not just a technical change – it’s a strategic move that can transform your sales processes and drive growth. Take your time to choose well and implement wisely and you’ll be on your way to supercharging your sales team’s performance in 2024 and beyond.

Conclusion

As we’ve seen throughout this guide, the right sales management software can be a winner for your business. In 2024 the sales technology landscape has never been more powerful or more complex – but that means you have more choice than ever.

Here’s a quick summary:

1. Sales management software has evolved to AI-driven insights, seamless integrations, and complete visibility into the sales process.

2. Look for AI-powered analytics, pipeline management, integration capabilities, and mobile access.

3. Top solutions like Forecastio, Salesforce, HubSpot Sales Hub, Pipedrive, Outreach, and Creatio each have their strengths to suit different business needs and sales strategies.

4. Choosing the right software requires an assessment of your current processes, a clear definition of must-haves, and careful consideration of scalability and ROI.

5. Implementation is more than just software selection – it’s getting buy-in, planning, training and continuous improvement.

As you go forward to supercharge your sales team remember the best sales management software is not just a tool – it’s a partner in your business growth. It should fit your sales philosophy, adapt to your business, and scale with your ambition.

Whether you’re a VP of Sales looking to drive strategic growth, a Head of Sales looking to optimize team performance, or a sales operations professional looking to simplify processes the right software can be your sidekick to achieve these goals.

Now go and choose wisely, request demos, and talk to vendors to find the one for your team. The time and investment in selecting and implementing the right solution will pay off in efficiency, better forecasting, and more revenue.

Happy selling in 2024 and beyond. May your pipelines be full, your forecasts be accurate and your teams be equipped with the best.