Great sales operations managers are always on the lookout for new ways to enable reps to sell better. According to TOPO HQ, high growth teams are leveraging an average of five technologies in their sales stack. However, before adding a new tool, it’s important to make sure it will play well with your other applications.
Here are seven vital questions that you should ask vendors during your due diligence process.
Why it’s important: Knowing what CRM a tool was designed for can help you identify integration red flags. For example, if you want to add a tool for Salesforce, but originally it was designed for another CRM (or not designed to work with CRM at all) then it could mean that the Salesforce integration is bolted-on and clunky.
Poorly integrated third-party sales software can end up disrupting your business. Poorly integrated tools can:
Why it’s important: Customization work from Salesforce admins or IT can be pricey! Before implementing new tools make sure you know what will be involved in terms of customization.
Why it’s important: The last thing you want a sales acceleration tool to do is slow Salesforce down.
Why it’s important: Activities, campaigns and tasks form the lifeblood of many sales teams. Therefore it’s important to know how a solution can impact these objects. For example, if a tool can automatically update tasks or log data against activities, it can indicate that the product has a deeper integration with Salesforce (which is almost always a good thing!)
Why it’s important: A tool’s UI should be intuitive, and sales reps should love it. It should make working in Salesforce easier rather than complicating workflow.
Why it’s important: If you’ve already invested in Salesforce, it is probably already your primary system of record for sales data. Having to store sales data in a separate, closed system can introduce complexities. But if a solution stores data directly in Salesforce it integrates well enough to allow data syncing. The best solutions sync data with Salesforce in real time.
Why it’s important: The best sales acceleration tools can capture marketing automation data in Salesforce fields and then use this data to help influence workflow. As an example, if a lead prioritization tool integrates with Marketo, it could prioritize sales leads based on a lead score.
For more tips to help you maximize the ROI of your sales acceleration investments, don’t miss our eBook The ROI of Sales Acceleration.
Jesse WestDirector of Lifecycle MarketingRevenue.io
Jesse Davis West is Director of Lifecycle Marketing at Revenue.io, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 11 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.