Choosing the right sales management software is crucial for staying competitive in the dynamic world of B2B sales. As we enter 2024, sales leaders face an increasingly complex market driven by new technologies and evolving customer demands. To ensure your sales team not only meets but exceeds its targets, it’s essential to leverage the most effective B2B sales tools available.

In this guide, we’ll dive into the top sales management software for 2024, highlighting features that boost performance, exploring the benefits of each solution, and providing actionable advice on how to implement them for optimal results. Let’s help your sales team reach new heights this year.

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:

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.

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.

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.

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.

Customization 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.

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.

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 sales 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 20 sales management tools 2024

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

1. Forecastio: Forecasting and pipeline management

In a crowded sales management software market, Forecastio stands out for its AI-powered forecasting and native integration with HubSpot CRM. This game-changing tool was built for B2B companies with long, complex sales cycles. It will transform the way you approach sales performance management.

Key Features:

• Best-in-class forecasting: Leverage the power of AI to predict future sales performance and make data-driven decisions.

• Pipeline analysis: Identify hidden opportunities and roadblocks in your sales pipeline and take action to fix them.

• Leadership insights: Get instant access to pre-built dashboards and reports designed for VPs and Heads of Sales. Identify areas to drive strategic growth initiatives.

• Sales performance management: Go beyond the limitations of basic CRM software with tools to help manage every aspect of your sales operation.

• Resource allocation: Maximize sales and capacity planning to ensure your team is optimized for success.

Forecastio is perfect for small to mid-sized B2B companies, especially those using HubSpot CRM. It helps increase sales productivity and provides accurate sales forecasts, so sales leaders can focus on strategy while building strong, lasting customer relationships.

2. HubSpot Sales Hub: Inbound sales solution

HubSpot Sales Hub is a critical component of modern sales tech stacks, offering a full suite of tools that integrate with HubSpot's marketing and service offerings.

The platform shines by combining robust sales automation tools with an incredibly intuitive interface. It's a great choice for teams of all skill levels, and recent updates featuring conversation intelligence and advanced analytics have turned it into a sales performance management powerhouse.

Pros:

• Tight integration with HubSpot CRM and Marketing Hub

• Intuitive interface with low learning curve

• Advanced email tracking and templating

• Built-in meeting scheduling

• Conversation intelligence

HubSpot Sales Hub is perfect for SMBs and mid-market companies already invested in the HubSpot ecosystem.

While it's a great starting point, many organizations find that adding specialized tools like Forecastio helps them manage sales performance more effectively. Combining HubSpot Sales Hub with Forecastio provides advanced forecasting, pipeline management, and sales capacity planning features to drive strategic growth initiatives.

3. Salesforce Sales Cloud: CRM and sales management for enterprises

Salesforce Sales Cloud remains the gold standard for enterprise CRM, offering unparalleled customization and a vast marketplace of third-party apps.

Einstein AI capabilities have transformed the way large enterprises approach sales intelligence and forecasting. Robust workflow automation tools help manage complex sales processes at scale, and a new focus on industry-specific cloud solutions enhances its value for companies with specialized needs.

Features:

• Full CRM functionality

• Einstein-powered intelligence for predictive analytics

• Highly customizable to fit any sales process

• Massive ecosystem of third-party integrations and apps

Salesforce is perfect for large enterprises with unique needs and the resources to implement and maintain the system. It does require dedicated admin time to set up and configure.

4. Pipedrive: Visual pipeline management

Pipedrive revolutionized pipeline management with its engaging, visual interface. It's a game-changer for sales teams of all sizes who struggle to manage their process.

The platform's AI-powered sales assistant prioritizes activities and identifies top opportunities to close. Automation tools help handle time-consuming tasks, and a mobile-first design ensures your team stays productive on-the-go. Pipedrive also features robust offline access and syncs quickly when you get back online.

Pros:

• Visual pipeline management for clear focus

• AI-powered sales assistant for activity prioritization

• Highly customizable workflows and automation

• Robust mobile app with offline access

Pipedrive is ideal for small businesses and teams who want a simple, visual sales management tool. It lacks some features of enterprise solutions, but its ease of use and intuitive interface are major advantages.

5. Outreach: Sales engagement optimization

Outreach is committed to helping teams optimize their outbound sales processes and engagement strategies.

Pros:

• Sales engagement and outreach with multi-channel orchestration

• Revenue intelligence for strategic sales decisions

• Conversation intelligence to elevate sales dialogues

Outreach is perfect for B2B companies executing outbound sales strategies and account-based marketing initiatives. It has a high learning curve and a higher price point, but can be incredibly effective for organizations that buy into its process.

6. 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.

7. Salesloft: Sales engagement and automation

Salesloft is leading the way in sales management software, offering a unique combination of sales engagement and sophisticated sales process automation.

The platform's AI-powered insights help sales managers monitor key metrics and make data-driven decisions about their sales strategy. Multi-channel engagement tools ensure consistent customer interactions, and sales leaders appreciate its robust reporting and analytics. Sales reps love Salesloft's contact database and sales workflow automation features, which help organize customer information and guide the sales process with intelligent sales tracking and automated workflows.

Pros:

• AI-powered analytics and engagement tracking to drive sales performance

• Cadence management for optimizing customer relationships

• Multi-channel communication with automated workflow

• Robust coaching features and team performance analytics

Best for: B2B sales teams who need a sales management platform to increase sales productivity. Salesloft helps sales leaders coach their teams to success while maintaining data-driven sales processes and strong customer relationships.

8. Clari: Revenue intelligence and forecasting

Clari is a leading sales management software solution, offering a unique combination of revenue intelligence and sales engagement tools.

The platform's AI-powered analytics help sales managers predict outcomes and spot risks, while providing unparalleled insights into customer relationships and pipeline health. Sales teams appreciate its automated sales activity tools, key metric tracking, and accurate forecasting. Clari's comprehensive sales analytics provide a 365-degree view of your sales performance to identify areas for improvement and opportunity.

Pros:

• AI-powered forecasting and revenue intelligence

• Automated activity capture and risk detection

• Pipeline analytics and visibility

• Real-time performance tracking and team analytics

Best for: Enterprise sales teams who need a sales management platform to increase forecast accuracy and sales efficiency. Clari helps sales leaders make data-driven decisions while maintaining visibility into team performance and customer relationships.

Looking for Clari alternative? Read this article about top Clari alternatives and competitors..

9. DealHub: Revenue platform for high-performing sales teams

DealHub is changing the game for sales teams and their managers with its sales management system. The platform helps sales managers implement successful sales strategies with guided selling and intelligent playbooks. Its CPQ tool streamlines the complex quoting process, and sales leaders appreciate its sales trend tracking and performance insights.

Pros:

• Guided selling workflows and intelligent playbooks

• Advanced CPQ and contract lifecycle management

• Real-time analytics for deal tracking and pipeline visibility

• Comprehensive content management and sharing

Best for: B2B sales teams who need the right sales management software to streamline complex sales processes. DealHub helps high-performing sales teams close deals faster while maintaining strong customer relationships.

10. Revenue Grid: AI-powered revenue intelligence

Revenue Grid offers a unique combination of sales management tools and AI-driven revenue intelligence to help sales teams make informed, data-driven decisions.

The platform's customer interaction analysis provides actionable recommendations to boost sales productivity. Sales managers appreciate its comprehensive sales tracking and pipeline management features, which help organize customer information and provide accurate sales forecasts.

Pros:

• Revenue intelligence and predictive analytics

• Guided selling with next-best-action recommendations

• Pipeline visibility and forecasting

• Relationship intelligence tracking

Best for: Enterprise sales teams who need sales management software to increase sales efficiency. Revenue Grid helps sales leaders optimize their sales process while maintaining visibility into key metrics.

11. Membrain: Complex B2B sales platform

Membrain is a sales management system with a unique focus on complex B2B sales. The platform helps sales teams implement effective sales strategies and processes.

It's designed to help sales managers create and execute complex sales processes that reflect their unique approach and customer journey maps. Membrain's sales coaching and enablement features support reps in maintaining consistent performance while nurturing customer relationships.

Pros:

• Dynamic sales process design and workflow management

• Sales enablement and coaching tools

• Pipeline analytics and forecasting

• Performance tracking and team management

Best for: B2B organizations with complex sales cycles who need robust sales management software. Membrain helps sales leaders coach consistent performance while maintaining strong customer relationships.

12. Spotio: Territory management and field sales software

Spotio is changing the way sales teams manage their territory and customer relationships with its mobile-first field sales software. The platform helps sales teams organize customer data and manage multiple sales pipelines on-the-go. Field sales operations thrive with Spotio's territory management features and real-time sales tracking.

Sales managers appreciate its location-based insights and ability to track team performance. The platform's real-time activity monitoring helps identify top performers and areas for improvement.

Pros:

• Territory mapping and route optimization

• Real-time field sales activity tracking and reporting

• Mobile-first CRM with offline access

• Automated lead management and distribution

Best for: Field sales teams who need simple sales management tools to increase sales productivity. Spotio helps sales leaders maintain strong customer relationships while improving sales efficiency through data-driven territory management.

13. Veloxity: AI-driven sales performance platform

Veloxity is a sales management solution that leverages AI to enhance sales processes and forecasting in complex B2B environments. The platform helps sales departments track key metrics and manage customer relationships with intelligent automation and advanced analytics that exceed basic CRM capabilities.

Its data-driven approach helps sales teams focus on high-priority opportunities while maintaining efficient sales operations. Veloxity's customizable dashboard and workflow features enable sales leaders to tailor the platform to their unique needs and sales strategies.

Pros:

• AI-powered sales analytics and forecasting

• Pipeline and deal management

• Automated sales activity tracking

• Custom sales process modeling

Best for: Organizations who need sales team management software to increase sales performance. Veloxity helps sales managers make data-driven decisions while streamlining their sales process.

14. InsightSquared: Revenue intelligence and analytics

InsightSquared offers robust sales analytics and forecasting capabilities to help sales teams make better decisions with data-driven insights.

The platform transforms complex sales data into actionable intelligence that sales managers can use to improve team performance and pipeline management. Its seamless CRM integration makes it an ideal choice for organizations looking to supplement their sales management capabilities without disrupting their current workflow.

Pros:

• Revenue analytics and forecasting

• Customizable sales performance dashboards

• Automated pipeline analysis and risk detection

• Team performance benchmarking

Best for: Data-driven sales organizations who need advanced analytics to increase sales efficiency. InsightSquared helps sales leaders optimize their sales process while maintaining accurate forecasting and performance tracking.

15. Spiro: AI-powered sales assistant

Spiro is a sales management software solution that offers a unique AI-powered sales assistant to help sales teams manage their customer relationships and sales activities. The platform automates administrative tasks and provides intelligent recommendations to boost sales productivity. Sales reps can focus on closing deals instead of data entry and manual reporting.

Pros:

• Proactive AI-powered sales assistance

• Automated CRM data entry and enrichment

• Intelligent opportunity and relationship tracking

• Advanced sales analytics and reporting

Best for: Sales teams who need an intelligent sales management solution to automate administrative tasks. Spiro helps sales reps increase productivity while maintaining accurate customer information.

16. Close: High-velocity sales platform

Close is a sales management software solution that focuses on empowering inside sales teams with a highly efficient, communication-centric platform. The software eliminates customer interaction hassles by integrating calling, email, and SMS capabilities directly into its sales management system.

It's perfect for high-volume sales operations that need to move quickly and maintain consistent customer engagement. Close's emphasis on speed and efficiency, combined with powerful automation features, helps sales teams reduce administrative overhead and focus on what matters most - closing deals.

Pros:

• Integrated calling, email, and SMS capabilities

• Automated lead management and follow-up

• Custom activity reporting and analytics

• Smart view creation for pipeline management

Best for: Inside sales teams who need an efficient sales management solution with integrated communication tools. Close helps sales leaders coach their teams to success while maintaining strong customer relationships through streamlined workflows.

17. Nutshell: Intuitive sales automation platform

Nutshell is a sales management software solution that's easy to use and even easier to love. The platform automates sales processes and provides tools to help sales teams manage customer relationships and close deals.

The intuitive interface is designed for rapid adoption, and its lightweight footprint makes it easy to implement and learn. Sales managers appreciate its ability to automate routine tasks while providing clear visibility into team activities and customer relationships.

Pros:

• Intelligent sales process automation

• Personal email sequence management

• Territory and lead assignment rules

• Mobile-first design with offline access

Best for: Small to medium-sized businesses who need simple sales management tools that don't sacrifice capability for simplicity. Nutshell helps sales reps increase sales efficiency while maintaining effective customer relationship management.

18. Capsule CRM: Relationship-focused sales platform

Capsule CRM takes a unique approach to sales management software by focusing on relationship management. The platform helps sales teams track not just deals but entire business networks and relationship histories.

Pros:

• Advanced relationship tracking and mapping

• Customizable sales pipelines and workflows

• Integration with popular business tools

• Detailed contact and opportunity management

Best for: Relationship-driven sales teams who need the right sales management software to track complex business networks. Capsule helps sales leaders maintain strong customer relationships while enhancing sales productivity.

19. EngageBay: All-in-one sales and marketing platform

EngageBay is a sales management software solution that's part of a comprehensive suite that includes sales, marketing, and service tools. The platform helps sales departments streamline their sales processes with advanced automation while providing a seamless customer experience across all touchpoints.

Pros:

• Comprehensive contact management and deal tracking

• Advanced automation and workflow

• Integrated email marketing and landing pages

• Multi-channel communication

Best for: Growing organizations who need affordable sales management software that's packed with features. EngageBay helps sales leaders coach their teams to success while maintaining strong customer relationships through integrated sales and marketing.

20. Freshworks CRM: Customer-centric sales platform

Freshworks CRM (formerly Freshsales) is a CRM-native sales platform that provides AI-powered insights and automation to help sales teams sell smarter and close more deals. The platform helps sales reps manage customer relationships with intelligent lead scoring and automated workflows.

Pros:

• AI-powered lead scoring and insights

• Integrated phone and email

• Visual sales pipeline management

• Advanced analytics and reporting

Best for: Companies who need modern sales management software with AI capabilities. Freshworks CRM helps sales leaders optimize their sales process while maintaining strong customer relationships through intelligent automation.

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.