If you're a sales manager, you know about customer relationship management (CRM).
How could you not? Just about every sales team on the planet uses one of these apps to organize customer data, generate sales opportunities, and close deals. It's an essential tool.
But there's a problem: most CRM solutions are designed for sellers, not the good people who manage them—people like you. Sure, seller-oriented CRMs have features that you can use to lead your team effectively. But, generally speaking, sales managers are an afterthought.
That changes today. In this article, we’ll review five CRM platforms that cater to sales management professionals in some way. Let's do this!
Once you invest in a CRM system that was designed with sales managers in mind, not just the salespeople you manage, you'll experience a few benefits. Here are the top three:
As a sales manager, it's your job to keep your reps on track. You can't do this if you don't know what they do all day, or how effective their current sales techniques are.
A quality CRM will help you evaluate sales performance. You'll be able to see which sales activities your reps complete and which generate the most revenue. You'll then be able to coach them to greater success while strengthening your department's entire sales pipeline.
You'll learn a lot about your company's sales process when you assess individual reps.
Which of their techniques produces the best results? Which should be buried, never to see the light of day again? I suggest doing more of the former—closing deals will be much easier.
CRM software will help you identify winning tactics, which you can use to optimize your department's sales strategy. You can then use your app's built-in automation features to help facilitate these tactics and close more deals in less time.
Psst... For an awesome guide on sales manager training, don't miss my article!
How many sales will your team make next month? How about next quarter? Sales forecasting is an important part of sales management and the right CRM solution will make it easier.
You'll be able to see every deal in your sales pipeline, and how close each is to closing. Then you can evaluate metrics like sales cycle length and win rate to predict future revenue.
Can you do these things with a trusty calculator and a bundle of spreadsheets? Yes, but CRM removes a lot of the manual labor required to produce accurate forecasts. I'm all for that.
Managing contractor projects becomes easier with specialized contractor-focused CRM platforms in the contractor industry.
You work with CRM software every day. So it makes sense to invest in a tool that will meet your needs. The question is, how do you choose? This four-step process will help:
First, ask yourself, "How much can I spend on a good CRM?"
Here's why: falling in love with a particular piece of software, then realizing that it's way out of your price range is a total bummer. You should try to avoid this scenario if at all possible.
Instead, decide how much you can spend on a CRM solution. Then only evaluate solutions that fit your budget. Your search will be way more productive. (Worried you won't be able to afford a quality tool? Don't. Some of the tools below are pretty dang cheap for what they offer!)
Next, look for specific CRM features that will benefit you as a sales manager.
I'm talking about rep evaluation, pipeline management, sales forecasting-type features, and detailed sales reports. These things will help you streamline your daily workflows.
Now, in all likelihood, you'll use the same CRM as your reps. So you need to make sure the CRM you pick can accommodate them, too. That means choosing an app that includes lead generation, marketing automation, and the other features your team members need.
Fortunately, the apps we talk about in the next section cater to sales managers and their reps.
Your CRM is crucial to the success of your department. But let's be honest, it's not the only tool you and your team use. That's why you need to evaluate your integration options.
If you don't, you may have to rearrange your entire sales process, which probably isn't worth the effort. (Unless your current sales process sucks. If that's the case, screw integrations and build a sales funnel that actually works for your company. That's priority numero uno.)
Just remember, native integrations are best, but Zapier is cool, too. Check to see if the CRM tools you're interested in purchasing will connect to your current tech stack.
Finally, peruse sites like G2 and Capterra. Then reach out to your connections on social media sites like LinkedIn and Twitter. What do other people think of the CRMs you're considering? You don't want to invest in an app that most other people dislike.
Pay special attention to what folks have to say about each app's usability and features. But also gauge their opinions on customer support. If you ever have an issue, you'll want to work with a kind and knowledgeable support rep, who empathizes with your problem.
So, which CRM solutions should you consider as a sales manager? I've got you covered. Here are five apps that will help you elevate your management game:
Source: Close
Best for: Supercharging your team's close rate
Close is a popular sales CRM that was specifically designed for startups and small businesses. Does your company qualify? Then you'll love this app's extensive feature set, which includes all of the lead management, calling, email marketing, and automation capabilities you'd expect in a top-level CRM.
But Close also comes with tools for sales managers, like pipeline management, call coaching, and sales reporting features. With Close, you can access a user-friendly desktop and mobile app to supercharge your team's performance.
The Pros of Close:
The Cons of Close:
The Cost of Close: One of the best things about Close is its flexible pricing. Plans start at $9 per month for one user on the Solo plan (billed annually).
As you move up the tiers, you unlock more powerful features. Even the Solo plan includes pipeline management for sales managers.
Reporting features such as Sent Email Reports and Workflow Reporting become available on the Growth plan, priced at $99 per user per month when billed annually.
Start your 14-day free trial of Close today, or watch our on-demand demo to discover if it's the right sales CRM for you.
Source: Crozdesk
Best for: AI-powered sales processes
Zoho CRM is another top tool for sales teams. With it, sales reps can manage leads, communicate with prospects, and track customer interactions; while sales managers can view pipelines, evaluate reps, and forecast future sales. One of my favorite things about Zoho CRM is its AI functionality, which can simplify a bunch of different sales processes.
The Pros of Zoho CRM:
The Cons of Zoho CRM:
The Cost of Zoho CRM: Good news, Zoho CRM is affordable. Expect to pay somewhere between $14 and $64 per user, per month, depending on the features you need.
Source: Pipedrive
Best for: Visualizing your sales pipeline
Next up is Pipedrive, which is best known for helping sales teams visualize their sales pipelines. That's not all it does, though. Invest in this CRM solution, and you'll get access to contact management features; a complete email marketing suite with automation, segmentation, and email templates; and sales reporting functionality.
The Pros of Pipedrive:
The Cons of Pipedrive:
The Cost of Pipedrive: Standard plans for Pipedrive range from $19.90 to $119 per user, per month. To access the add-ons we talked about, you'll need to pay an additional $6.70 to $41 a month. Depending on your needs, this could make Pipedrive one of the more expensive sales CRMs.
Source: HubSpot
Best for: Free CRM functionality
HubSpot makes a ton of well-liked business tools. Want to improve your marketing efforts? They have an app for that. Looking to elevate the customer experience with a quality help desk? They have an app for that. Want to boost sales and capitalize on upselling opportunities? Yup, they have an app for that, too. Let's talk about it…
(Note: this review is for HubSpot's free CRM only. I won't review its other offerings.)
The Pros of HubSpot:
The Cons of HubSpot:
The Cost of HubSpot: I'll say it again, HubSpot's CRM is totally free. This makes it a solid option for cash-strapped sales teams, though you may have to upgrade sooner than later.
Source: Salesforce
Best for: Enterprise organizations
Salesforce is a major player in CRM land. It's been around the longest, caters to the largest demographic, and has the most users. But can it serve your sales management needs? It's definitely possible—especially if you prioritize automation, reporting, and forecasting tools.
(Note: this review is for Salesforce's Sales Cloud only. I won't review its other offerings.)
The Pros of Salesforce:
The Cons of Salesforce:
The Cost of Salesforce: Salesforce will cost you between $25 and $300 per user, per month, billed annually. These fees do not include add-ons, which will run you an additional $5 to $30,000 a month. (No, that's not a typo. Yikes!)
The right sales CRM will help you evaluate your rep's individual performance, optimize your department's sales strategy, and forecast future revenue more accurately.
In other words, it will make your life as a sales manager much, much easier.
Of course, you have to choose the right CRM software for your specific needs to find success. That's easy to do if you follow the four-step process I outlined above. Just define your budget, analyze features, check integrations, and read reviews. That's it!
Still confused? No worries, just choose Close. Our platform was specifically designed for sales teams. As such, it has all the features that managers and their teams need to crush quota, such as sales recording, sales rep coaching, and sales reporting features.
Sign up for a free 14-day trial of Close today to see if it's the right CRM for you—we won't even ask you for your credit card. That's how confident we are that you'll love our app.