Top Software for Sales Management Success: The Benefits of CLM for Sales
Sales management is an important aspect of any business. However, modern companies must focus on developing an efficient strategy with the increase in customer demands and market competition. Software for sales management allows sales managers to develop a streamlined process through automation. That way, your team can improve its productivity, revenue, and customer relations.
What is sales management?
Sales management is the hiring and training of staff, coordinating the department’s activities, and establishing an efficient strategy that increases company profits. Each department member contributes to the success of the company, but the sales manager directly impacts the company’s performance. A manager with an optimized strategy gives employees the resources they need to prioritize tasks and successfully close deals.
Sales managers need to possess various skills to ensure that their strategy will be effective, including:
When these skills are present, a manager can help their team reach their goals, positively impacting the company’s bottom line.
The components of the sales management process
A business’s sales management process should include lead and opportunity management, reporting, and management strategies that allow the team to achieve its goals.
A successful sales management process is composed of:
First, a business should find, hire, and retain talented staff. Choosing a team that matches your company’s social and organizational aims will help ensure success. Once you have your team, it’s important to invest in them through regular training and professional development. This ensures that your staff will stay on top of industry trends and remain motivated.
Proactive sales managers can use the competition between department professionals to motivate their team by celebrating wins and rewarding hard work. Managers must also ensure that KPIs are clear and that the staff understands their expectations.
Tracking and forecasting
A sales team is more productive if they know which of their tasks are lead-sourcing, deal-making, or relationship-building. Gathering key metrics and giving everyone insight into processes boosts motivation. Everyone on the team should know how others are performing and the team’s overall success level.
Contract management is a critical component of sales management as most business deals require a legal agreement. Your team should know how to effectively create, manage, and execute agreements. Contract management software is a valuable tool that will automate how your sales department handles contracts and their related documents.
Digitizing sales management
Recently, departments have increasingly implemented technological solutions for sales management rather than traditional strategies.
These solutions provide departments with:
- An in-depth customer history overview
- Reduced administrative tasks
- Automated workflows
- Real-time forecasting, reporting, and analytics
The benefits of sales management tools allow companies to significantly increase their productivity, improve customer relations, and boost their overall profit margin.
Types of software for sales management
Sales management software includes a variety of tools that automate processes, making them easier and more efficient. Almost every successful team utilizes a variety of digital tools to boost profits and overall productivity.
Some of the most commonly used sales management solutions include:
CRM (customer relationship management)
CRM is typically a company’s first step into digitizing its management strategy. As the name implies, CRM software helps businesses manage their customer relationships. It makes it easier to track existing clients, improve relationships, boost retention, keep up with sales and marketing operations, and automate communication.
CLM (contract lifecycle management)
Sales CLM software helps businesses optimize their sales contract management strategy. Contract management software for sales is typically a cloud-based solution that provides tools that automate the creation, negotiation, approval, and renewal of contracts while providing in-depth insights. With a CLM system, companies have a unified place where departments can collaborate and manage vital agreements.
Sales analytics software includes systems and tools that allow departments to evaluate, track, and improve their company’s performance while predicting trends and identifying relevant insights. These systems are typically implemented with CRM and use algorithms based on the data in the system to reveal useful insights. The technology can be used to predict things such as customer lifetime value based on CRM data.
ABM (account-based marketing)
ABM technology gives teams the ability to create scalable marketing campaigns, measure results against KPIs, and prove profit contribution. It also allows users to create personalized experiences for each website visitor when they visit sites, making them more likely to interact with and navigate through them.
CPQ (configure, price, quote)
CPQ software helps businesses automate the quoting and proposal process. This software is used by departments to optimize the sales process while boosting the accuracy of quotes and customer relations. The software is usually integrated with an existing CRM system.
Achieving sales management success with CRM and CLM for sales
In sales management, CLM and CRM are by far the most useful software solutions. Sales CLM allows your company to streamline its sales contract management process from a single platform. On the other hand, CRM tracks your customer relations, both essential components in sales management. With both CRM and sales contract management software in place, your sales department has the tools it needs to drive sales, improve productivity, and foster beneficial customer relations.