Since employees in charge of sales use “Sales tools,” they will be able to manage the information obtained from their sales activities. In addition, the information gained from past experiences can be used to improve the next sales process, so the introduction and operation of tools is essential for achieving better results.
However, since there are a wide variety of sales tools, many sales representatives may be concerned that they do not know the appropriate selection criteria for implementation.
In this issue, we will focus on 4 tools to improve sales efficiency and their selection points. So this article is for below people.
- I want to share and manage more information by using sales tools.
- We want to know what criteria should be used in selecting sales tools.
- I am looking for a tool that can be used immediately even by employees who are not familiar with IT.
If you are looking for a sales tool that can be used quickly by employees who are not familiar with IT, this article will help you find the best sales tool for your company and significantly improve the efficiency of your sales activities.
Contents
What are sales tools?
Sales tools are tools that help streamline the business process of sales activities. Sales tools can be divided into the following 3 types.
- MA（Marketing Automation）
- SFA（Sales Force Automation）
- CRM（Customer Relationship Management）
MA (Marketing Automation) is a sales tool that automates marketing activities related to new and existing customers. For example, it is used to acquire business negotiations with “potential customers” who do not currently have orders, but have a high possibility of becoming customers in the future.
SFA (Sales Force Automation) is a sales tool that supports the activities of sales representatives. It helps to centrally manage the progress of business negotiations and deals, etc., so that the person in charge can spend more time working on his/her professional duties.
CRM (Customer Relationship Management) is a sales tool for maintaining good relationships with customers with whom business negotiations have been concluded. It accumulates data on customer usage and other information so that optimal approaches can be taken to increase customer satisfaction.
As described above, each of the 3 tools has different characteristics. Therefore, it is important to clarify “what kind of business you want to streamline” before introducing a tool.
Effects that can be expected from using different sales tools
The following is an explanation of the effects that can be expected from using different sales tools.
There are 3 types of sales tools: “MA,” “SFA,” and “CRM”, but when selecting a tool, it is meaningless unless it is equipped with functions that can solve your company’s issues.
And to discover “your company’s issues,” break down sales efficiency to understand at what stage your company’s issues exist. Sales efficiency is composed of the following.
- Sales efficiency = Number of business negotiations x Close ratio x Unit price x Turnover ratio
For example, if the number of business negotiations is low, it is necessary to dig deeper to determine whether you should “acquire new leads (potential customers)” or “develop a relationship of trust with acquired leads,” and then select the right tool for the task.
First, breaking down and understanding your company’s challenges is an essential step in selecting the right tool.
3 Merits of Implementing a Sales Tool
Below are 3 merits of implementing a sales tool. Teams that utilize sales tools are constantly receiving the following merits while streamlining their sales activities.
(1) More time can be allocated to sales activities.
Sales tools allow you to spend more time on sales activities.
In sales, it is important how to increase sales in a limited time. If you have more time to devote to sales activities, you will have more opportunities to respond to customers, so it is essential to determine “how much time you can reduce the time spent on non-sales activities.
For example, using a tool with a template function can reduce the amount of time spent on document preparation since the format is predetermined. As a result, more time can be allocated to sales activities.
(2) Accurate understanding of customer issues and requests
Another merit of sales tools is that they enable an accurate understanding of customer issues and requests.
One of the strengths of sales tools is the ability to centrally manage customer information. If information such as customer flow paths and contract details are stored in the tool, it is possible to accurately understand customer needs and issues, and to conduct analysis that can lead to increased sales.
In addition, even if there is a sudden change in the person in charge, customer information is managed in the sales tool, making the handover smooth. In this way, sales tools make it easier to manage and utilize customer information, so that optimal measures can be proposed to each customer.
(3) Immediate access to necessary information
Sales tools facilitate access to necessary information.
With a tool that has a search function, you can find information simply by entering keywords such as the name of the company you are dealing with or the name of the person in charge. This allows you to quickly access the information you need.
As described above, the sales tool allows you to quickly find the information you need, making it possible to respond flexibly to urgent business needs.
In particular, anyone can instantly find any information by using Stock, which allows you to sort folders by case as well as by keyword search.
4 useful tools to improve sales efficiency
Below are 4 useful tools that can streamline sales process.
Sales representatives often work on multiple projects at the same time, and if the information for each project is mixed up, there is a possibility of omissions. Thorough information management is required to ensure the optimal response to each project.
Therefore, it is advisable to introduce a tool that can manage information for each case in an easy-to-understand manner. Many multifunctional tools are complicated to operate, and employees who are not familiar with IT may not be able to use them.
For example, if Stock has a “Note” that can manage all kinds of information and is simple enough that even those from a non-IT company can use it, it can be introduced without incurring training costs.
In addition to leaving all kinds of customer information in the “Note” of Stock, real-time communication is possible with “Message” linked to the Notebook. In addition, “Folder” can be used to sort information by case, so that data obtained in the sales process does not get mixed up.
[Stock]A easiest tool to manage information by deal.
The simplest tool to stock information "Stock"
https://www.stock-app.info/en/
Stock is the simplest tool to stock information. Stock solves the problem, "there is no easy way to stock information within the company".
With Stock, anyone can easily store all kinds of information, including text information such as requirements, images, and files, using the Note feature.
In addition, by using the "Task" and "Message" functions, you can communicate with each topic described in the Note, so that information is not dispersed here and there and work can always be carried out in an organized manner.
＜Why do we recommend Stock?＞
- A tool for companies that are not familiar with ITYou don't need to have any IT expertise to get started.
- Simple and usable by anyoneStock is so simple that anyone can use it without any unnecessary features.
- Amazingly easy information storing and task managementIt is amazingly easy to store information such as shared information within a company, and intuitive task management is also possible.
＜Stock's pricing＞
- Free plan ：Free
- Business plan ：$5 / User / Month
- Enterprise plan ：$10 / User / Month
[Salesforce] A multifunctional tool that can also be used for marketing
Salesforce is a sales tool with many functions to support marketing.
＜Features of Salesforce＞
- Can also be used for marketing
- Progress of business meetings can be shared on the tool.
Salesforce is a multifunctional tool that can be used for a variety of internal tasks, and can be applied to marketing in addition to sales activities.
The tool provides information on the progress of each business meeting, making it easy for both frontline and management to grasp the status.
＜Notes of Salesforce＞
- High IT literacy is required
Salesforce is a multi-functional tool that is difficult to operate and may require a high level of IT literacy.
＜Price of Salesforce (Sales Cloud)＞
- Starter: $25/user/month
- Professional: $75/user/month
- Enterprise: $150/user/month
- Unlimited: $300/user/month
[monday.com] A tool to understand workflow
＜Features of monday.com＞
- Gantt chart functionality
- A wide variety of templates
A Gantt chart function is provided to visualize deadlines and milestones, helping you keep projects on time.
Over 200 customizable templates are available, including “Project Management” and “Content Calendar.
＜Notes of monday.com＞
- Difficult to master the features
- Different teams need to use different products.
Because of the large number of features included, a high level of IT literacy is required to master all of the functions.
Since monday.com provides separate tools for CRM teams, marketing, and other tasks, you must use different tools if you want to use them company-wide.
＜Price of monday.com＞
Available for a minimum of 3 people.
- Individual: Free of charge
- Basic: $33 per month for 3 seats
- Standard: $41 per month for 3 seats
- Pro: $65 per month for 3 seats
- Enterprise: You need inquiry
[Crayon] Tools for competitive research
＜Features of Crayon＞
- The tool is specially analyzing competitor
- AI of Crayon outputs the data about trend of competitors automatically
With Crayon, it can automatically track competitors’ movements in real time, such as product updates, executive team changes, and more.
Crayon’s AI can also be used to automatically output future projections of the competition as battle card function.
＜Notes of Crayon＞
- There are reviews that taking hard time to search information needed.
Some people review Crayon as tool that the way of searching information is complex and check through multiple tabs.
＜Price of Crayon＞
- You need inquiry to know pricing in datail.
How to Select a Sales Tool
Here are 2 ways to choose a sales tool. Be sure to keep the following points in mind to maximize your sales efficiency after implementing the tool.
Does the tool fit the purpose of introduction?
First, make sure that the tool is suitable for the purpose for which it is to be introduced.
There are various types of sales tools, from those that from “support the acquisition of new customers” to “support the automation of simple tasks. Therefore, in order to select the appropriate tool for your company, you should identify your company’s issues in advance.
By identifying the current issues, the “functions needed by the company” will become clear, and the criteria for tool selection can also be determined. Once you have clarified “what are the issues to be solved” in this way, you will be able to select a tool that matches your company’s needs.
Is it simple and easy to use?
Simplicity and ease of use are also important factors in selecting a tool.
First, you need to make sense that different employees have different IT literacy levels. Therefore, if you introduce a multifunctional tool, some employees may not be able to use it and “cannot properly manage customer information”.
On the other hand, if you introduce “tools that anyone can use regardless of IT literacy,” you can reduce training costs for tool operation.
In particular, using Stock, which has no shortage and excessive functions necessary, anyone can easily share and manage information obtained through sales activities.
Summary of 4 best sales tools and how to choose one
We have explained 4 best sales tools and how to select them.
When selecting a sales tool, identify your company’s issues and clarify the purpose of introducing the tool. In addition, if you make your decision based on whether the tool is simple enough to be used by employees who are not familiar with IT, you will be able to operate the tool smoothly after its introduction.
On the other hand, considering the fact that multiple sales projects will be managed at the same time, “a tool that prevents information from getting mixed up in different projects” is required. If the data obtained from sales activities can be categorized and managed, there is no risk of omissions of customer information or discrepancies in recognition.
In conclusion, if “Stock” can manage information by deal and can be used in a non-IT company on the same day, sales efficiency can be improved.
Free registration only takes 1 minute, so be sure to use Stock to manage all your information and set up a system that allows you to focus on your sales activities.
