4 Things to Look for When Choosing Sales Software

By Omer Nuriel

There are plenty of great sales software options on the market, but not all software programs are created equally. When shopping for sales software, it's important to choose a program that fits the needs of both you and your sales team -- identify your needs just as you would your sales goals. Do you need a program that offers clearly outlined tasks for your sales team or a program that produces graphically gorgeous analytics? Do you need a great catalog or easy-to-print packaging slips? In addition, consider these four points:

1. The software is intuitive, easy to use, and easy to integrate. While your new software should be easy to use, check that it's compatibile with the tools you already use. This will make it effortless for your team to adapt to it and will make any switchover as seamless as possible. Many software options on the market are already integrated with ERP and accounting tools you may already be using, like Microsoft, SAP, Salesforce, Oracle, Priority, and NetSuite.

2.The software matches your sales image. Successful selling is about appearances, right? Therefore it’s important to consider whether the software conveys a sales image that you are proud of. Make sure that the interface is professional, easy-to-use, performs well, and looks good, too! Don’t invest in sales software that looks outdated, clunky, or unprofessional -- it won’t reflect well on you. Additionally, think about your overall sales goals. Will the software tools allow you to do what you need to do? For example, some software is better matched for wholesalers than small sales teams, and investing in the wrong software is akin to wearing a badly-fitted suit. Choose smart and pick a program that fits you best.

3. Sales software should make your life easier.  One of the most important tools sales software offers over the "old-school way" of tracking sales with pen and paper is the ability to easily track and analyze customers' current and past buying habits. So when choosing a sales program, check out the types of analysis tools it offers. A good program should make it easy to understand your customers' buying habits at every step of the sales process as well as provide easy to digest analytics so you aren't wasting time trying to comprehend sales data.

Additionally, when it comes to tools, think general as well as specific. Do you have a global or national sales team? Some software programs offer geolocation tools that help you locate customers and nearby sales members which can be helpful if you are locally based, but less helpful if you are a large global team. Always research carefully whether the tools will meet your specific needs. Remember, quality sales software should do the work for you, which brings us to our final point of consideration . . .

4. Know what you're paying for. When it comes to sales software, really consider the value you are getting. If you have a small sales team, you might think it makes sense to go for a less expensive software that doesn't offer unlimited packages or other tools, but read the fine print to make sure that a cheaper price doesn't mean you are getting cheaper services. Remember, your appearance is on the line, and paying more is worth it when you need reliable, real-time sales stats that won't lag when you need them, or product catalogs that need to be updated by the minute. Choose what's right for you, but remember that you get what you pay for.

For more information on what other buyers look for when shopping for sales software, check out this recent survey from Software Advice.