25 Management Tools for Growing Field Sales Teams_FI

25 Management Tools for Growing Field Sales Teams

Sales management is one of the most critical roles in a sales organization. Sales managers are tasked to manage the entire sales cycle, ensuring all tools, processes, and of course, people work in unison towards a common sales target.

As deals move through the sales cycle, the manager acts as an air traffic controller with the role of making sure all players have what they need and are where they need to be to hit the target.

There are many sales management and productivity tools on the market, leveraging things like real-time visibility, territory mapping, information, and sales process management capabilities.

In this article, we’ll introduce 25 sales management tools that can help managers be more productive, and better enable reps for success.

But, before we jump into the tools…

What is the Role of the Sales Manager?

Before we dive into the sales management tools, it’s first important to understand the critical job functions and responsibilities of the field sales manager.

People Manager: Motivating, training, conflict resolution etc
Customer Manager: Understanding customer needs and targeting.
Process Manager: Implementing and enforcing effective processes
Performance Manager: Think analytics and team tracking.

Now that we understand the core job responsibilities of the sales manager, let’s take a look at the tools that span each of these categories/ functions – People, Customer, Process, Performance.

Best Tools for Field Sales Managers

#1: Spotio Territory Manager

Functions: People. Performance.

SPOTIO Territory Management allows sales managers to look after their teams more efficiently and accurately while achieving the highest possible contact rate. It allows the creation of territories based on zip codes or a few targeted streets in a specific neighborhood.

Territories can be assigned to individual sales reps, mitigating the need for reps to drive around, seek the perfect neighborhood to knock or business to prospect.

To reap maximum benefits from a territory, it must be worked and reworked. Spotio Territory Manager also provides historical data, equipping sales management with the background and insight to coach their sales team to success.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#2: Sales Cloud by Salesforce

Function: Customer. Process. Performance.

Sales Cloud, built on the Salesforce Platform, is a modern cloud application platform that enables you to run your entire sales process. Sales Cloud helps you connect your customer touchpoints across disparate systems, apps, and departments — giving you a single view of your customer.

With Sales Cloud, Einstein’s artificial intelligence feature automatically captures data, reveals instant insights, and allows managers to proactively coach reps to win with predictive forecasting. With customer privacy prioritized, the platform offers a set of controls to manage the lifecycle of customer data and track preferences and consent of end users.

Four pricing plans are available:

Essentials | $25/month/user
Professional | $75/month/user
Enterprise | $150/month/user
Unlimited | $300/month/user

#3: Process.st

People. Process.

Process Street is a simple and free tool for managers to document their team’s recurring checklists and procedures. Using a drag and drop interface, intuitive keyboard shortcuts, collaborative workflows, and forms to capture structured data, users can quickly create and assign checklist workflows. Managers can track activity from the dashboard and get notified when tasks are done.

Four pricing plans are available:

Free Plan | Free
Business | $12.50/month/user
Business Pro | $25.00/month/user
Enterprise | Contact for Details

#4: Sales Intelligence by SPOTIO

People. Customer. Process.

Spotio’s Sales Intelligence offering, Lead Machine, is a one stop shop for identifying strong leads, managing sales and canvassing territories based on reliable, up-to-date data.

Lead Machine empowers residential sales teams to work more effectively and close more sales by targeting the best leads within a chosen territory.

Taking advantage of lead machine is simple. Draw your desired target area, establish an ideal customer profile (sort by income, square footage, credit capacity of homeowner, etc.), and once your target area and prospects have been identified, simply import those ‘best match’ leads and start selling!

For those going after businesses and corporations, SPOTIO’s integration with Google Places makes it easy for reps to find, filter, and target businesses in their territory. Imagine being able to search all “restaurants” and “retail stores” in an area then route the best path to get there.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#5: Xceleration

People. Performance.

Xceleration is a web-based platform offering the rewards, motivation and know-how necessary to create effective sales incentive programs.

The RewardStation® platform can manage every aspect of a sales recognition program ranging from day-to-day maintenance, comprehensive reporting and analytics to rewards fulfillment. A flexible solution, Xceleration allows users to design recognition solutions and reward options specifically tailored to each unique organization.

For pricing, contact Xceleration.

#6: Hoopla

People. Performance.

Hoopla believes the number one way to engage today’s employees is with transparency and appreciation. Hoopla’s Motivation Platform provides the means to communicate across your entire organization, creating engaged, and motivated individuals and teams.

Using tools like Hoopla TV, Hoopla Mobile, and Hoopla motivation platform, managers can pull data from existing sales applications and post live updates for the organization to see.

Two pricing plans are available:

Silver | $199/month
Gold | $399/month

#7: Brainshark

People. Process.

Brainshark provides a comprehensive platform for sales enablement and readiness including onboarding, product launches, new markets and competitive news.

Its sales training feature allows managers to deliver formal readiness paths for onboarding, provide learning content, and track progress.

It’s content authorizing solutions gives managers the ability to create video-based learning content, add interactivity with quizzes or attachments and ensure content is always up-to-date and accessible.

To learn more including how to access pricing information, go here.

#8: ReferenceEdge

Customer.

ReferenceEdge is a native Salesforce application for managing customer reference/advocate information and automating the reference request workflow.

Users can track who is a reference, for what and how often they may be used and issue and redeem reward points for completed referral activities. Managers can measure program impact through extensive reports and dashboard charts, improve sales & marketing efficiency, shorten the “quote to cash” cycle and win more deals.

Pricing starts at $5 per month.

#9: FirstRain

Customer. Performance.

FirstRain uses data science to transform business decision making, real-time analytics to help managers make timely decisions, and machine learning to help sales leaders make sense of their internal content. Sales organizations can provide their reps with personalized reasons to call, key developments, and sales triggers delivered daily aligned with end-user workflow.

For pricing information, go here.

#10: Factiva

Customer.

Using a global news database of nearly 33,000 premium sources, including licensed publications, influential websites, blogs, images and video, Factiva brings users insight to inform better and faster business decisions through its powerful search, alerting and research capabilities.

74% of Factiva’s premium news sources are not available on the free web and thousands more are available via Factiva on or before the date of publication by the source.

Managers who are looking for a global point of view or to track highly specific news that is tailored to drive business decisions can use Factiva as an aggregate and easy-to-use source.

For pricing information, go here.

#11: Adobe Connect

People. Process.

Adobe Connect allows you to create digital training, webinar, and collaboration experiences. You can create interactive learning experiences that engage users, create compelling micro-sites, manage emails, and measure engagement.

Managers can bring their teams together using virtual rooms that can be customized with content, layouts, branding, and URL.

For pricing information, go here.

#12: Rep Tracking by SPOTIO

People. Customer. Process. Performance.

SPOTIO rep tracking allows managers and leaders to track their sales forces in real-time to ensure sales reps are completing territory assignments. SPOTIO’s location verification tool tags each rep’s location as pins are dropped to show:

Verified – tracks the sales rep within a 300 foot (100 yard) radius of the address of a dropped pins.
Un-Verified – sales rep was not tracked within the 300 foot radius.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#13: Zoomforth

Customer.

Zoomforth is a communication tool that helps sales reps find and leverage personalized content to propel the buyer’s journey forward. It uses an easy-to-access repository and integrated email plugins to help users nurture and sell to an account with the ability to customize sales communications to address each buyer’s unique challenges and goals.

Managers can improve their teams’ productivity by allowing each rep to focus less time on administrative tasks and more time selling.

For more information including pricing, go here.

#14: e-Contracts by SPOTIO

Customer. Process.

SPOTIO e-Contracts gives sales reps immediate access to the files they need when they need them. Users avoid the need to email files back and forth to get contracts signed while gaining the ability to close business on the spot. Reps can also take pictures onsite as well as access needed files on the spot, such as product spec sheets, presentations, etc.

Managers are able to track their team’s contract documents in one easy place to boost up close speeds.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#15: Proposify

Customer. Process.

Proposify streamlines the creation of quotes, contracts, and other sales documents. Sales teams can quickly access and collaborate on proposal content while managers oversee activity with roles and permissions, commenting, and tracking through version history.

Proposify notifies sales teams every time the client interacts with the proposal, from opening the email to closing the deal.

Three pricing plans are available:

Tall for Individuals | $25/month
Grande for small businesses | $75/month
Vente for large businesses | $250/month

#16: Slack

People. Process.

Slack helps sales teams work smarter with cross-functional partners. Managers can set up public channels for improved visibility between sales, marketing, product, and support so all groups are working towards the same goals.

Managers can implement Slack to boost morale by announcing deals and congratulating contributors across distributed teams and offices. Posters can share context behind the deal, like challenges and lessons, so everyone can grow together.

Three pricing plans are available. To learn more, go here.

#17: Quickvoice

Process.

Quickvoice is an audio recording solution for desktop or laptop computers. Sales reps and managers can use QuickVoice to record memos, dictations, reminders, ideas, “to do” lists, meetings, phone conferences, interviews, entire lectures or seminars.

Using QuickVoice’s “Message Pallette” users can drag and drop recordings into Word, Excel, PowerPoint, and other audio supporting programs.

QuickVoice is available for $15.

#18: Lead Management by SPOTIO

Process. Performance.

The process and method of lead management is what drives the success of a sales team. SPOTIO’s Lead Management tool allows users to capture specific details about each prospect. It helps users stay organized, focus on the true needs of prospects, save time, and achieve more sales.

SPOTIO’s Lead Management eliminates the need for sales managers to use multiple tools to collect and track leads. It makes it easy gain access to lead-specific information, and eliminates the risk losing leads between tools.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#19: Skype for Business

People. Process.

Skype helps sales organizations stay connected using instant messaging, video and audio chat capabilities and online meetings with robust collaboration capabilities. Sales managers can use Skype to keep teams connected as well as to stay in touch with their sales teams in various ways. With one click, anyone can join an online meeting from any device. Users can choose to meet right away, or schedule for later. The meeting URL is personalized for each user.

Skype for Business is a feature of Office 365. Three Office 365 business pricing plans are available. For corporate pricing, go here to learn more.

Business | $8.25/month/user
Business Premium | $12.50/month/user
Business Essential | $5/month/user

#20: LinkedIn Sales Navigator

People. Process. Customer.

LinkedIn Sales Navigator makes social selling easy with sales tools that focus on helping reps find the right prospects to build trusted relationships. Managers can scale their social selling strategies and start putting their sales team’s network to work.

By selecting individuals/organizations you want to go after, Sales Navigator will auto-suggest other similar profile. This is beneficial in that it opens your eyes to organization’s you didn’t know about, helping you grow your potential opportunity pipeline further.

For trial and pricing information, go here.

#21: Gong.io

People. Customer. Performance.

Gong captures sales conversations, phone calls, web conferences, and emails. It then uses AI to uncover patterns and opportunities. Gong picks apart what’s working, what’s not, and how high-performing sales reps communicate. The best talk tracks and habits can be shared across teams.

For more information, including pricing, go here.

#22: ExecVision

People. Customer. Performance.

ExecVision is a conversation intelligence software that was built to empower organizations to coach people efficiently at scale, improving performance and driving revenue. Using AI, managers can understand why some calls go well and others do not. They can audit whether reps are asking the right questions and use insight to manage their teams to success.

For pricing information, go here.

#23: LearnCore

People.

LearnCore is a training, onboarding and coaching software with full eLearning capabilities as well as video role-playing technology. Managers can support their team’s skill development plan and track team performance against required certifications.

LearnCore has three core components:

Learn (consume content)
Test (assess knowledge)
Pitch IQ (practice and improve through video coaching)

Standard and Professional plans exist. To request pricing, go here.

#24: Leaderboards by SPOTIO

Performance. People.

Encourage healthy competition through sales leaderboards and contests to drive the business forward. Sales contests are one of the best ways to drive team engagement and throttle results heading into the end of month / quarter / year. SPOTIO’s communication features encourage sales rep engagement and an open feedback loop with managers.

Managers have a platform to measure field performance against peers and engage with staff while promoting open communication across teams.

SPOTIO plans:

Basic | $29/month/user
Team (5+) | $39/month/user
Business (10+) | $69/month/user
Enterprise (100+) | $129/month/user

#25: Nerdy Data

Customers. Process.

NerdyData is a search engine designed to find the code, tools, and licenses your competitors or your prospects’ competitors are using. This tool is great for sales reps to use when designing a custom marketing package to present to their prospects.

Managers can provide sales teams with accurate list of prospects, target ads via platforms like LinkedIn Matched Audiences, perform market share analysis and see how many clients each competitor has, and identify websites using software without a license.

Two pricing plans are available:

Lead Generation | $50/month/user
Enterprise Research | $120/month/user

To Conclude

Managing a sales organization is not an easy job, but it doesn’t have to be complicated or challenging. By ditching your spreadsheets and implementing proper sales tools, you can more easily focus on your organization’s people, process, performance, and customers, and drive for further success.

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Questions or comments? Contact SPOTIO at info@spotio.com or comment below.

SPOTIO is the #1 field sales automation and performance management software that will increase revenue, maximize profitability, and boost sales productivity.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

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