You earned your management role because of your strong performance in the field, but that’s not the only reason. Some amazing reps never become managers, so what different qualities did you have? Perhaps it was your leadership skills or maybe your patience. One universal trait of team managers is that they understand how to interpret information. The more you know about your team, the better you can make decisions.
Thankfully, there are many tools out there designed to give you a bird’s-eye view of your team. The downside is that there are so many tools out there that it becomes difficult to select the right one. It can be especially tough because new tools are released every day. It’s downright exhausting to stay up to date with them, so we’ve done the hard work for you. In this article, we’ve outlined the six emerging tools for sales managers and reps
It all begins with how well sales territories are performing. Sales territory mapping software enables you to visualize your deals on a map. The number one mistake for managers is drawing territories based on geographical borders. There are better metrics that will make territories more efficient like population density. View all this information on intelligent territory maps.
Once you’ve eliminated territory inefficiencies, you can begin to look at territory performance. Visualize the change in each territory based on filterable criteria. Display changes in check ins, closed deals, and other factors. You can even filter territories by their stage in your funnel.
I love this tool because it pays for itself in saved time and gas. It eliminates your planning time by automating and optimizing your route. When building a route, most reps have to do the following: go to their CRM, find a customer’s address, and manually enter it into their GPS. They have to do this for every customer they visit. The new route optimization tools do all of this in one click. It not only saves you time entering the information, but it also saves you time on the road. It automatically generates an efficient route, so you have more time to do what you do best, sell.
Yes, most mapping services generate efficient routes, but they’re limited to one destination. By routing to multiple destinations, these tools can tell you the most efficient order to visit your customers. You could be driving all over town when in reality, the next customer you should visit is next door.
Sales execution is an emerging category of tools. Pretty much they automate every mundane task of your sales day. The most popular ones are chatbots, but there are others like calendar reminders, intelligent lead scoring, and automatic check-ins. Keep an eye on these because they’re predicted to be the next big thing. Soon we’ll have artificial intelligence running everything, well everything you don’t want to do.
As a sales manager, you need to have a bird’s eye view of everything that is happening on your team. This includes the activity of the people working under you, communication history, and overall sales performance. Sales accountability tools help you collect the right information so you can coach your team to better performances.
Say for example one of your reps who used to be a top performer is currently having a hard time. This is quite a conundrum since you know that they’re capable of more. The reason for this could range anywhere from personal problems to burnout. How do you resolve this problem? A great starting point is to understand what the rep is doing, and what is not working.
For this, you need a tool that can track their visits, email campaigns and windshield time. Managing sale reps is one of the most critical aspects of your job. This tool gives you more information so you can manage your reps better.
The best approach to streamlining your sales is to use a lead scoring system. It is a management concept that has a proven track record of yielding positive results. Your reps are continuously collecting information about your leads. What if there was a way for you to know who to focus on? Sure, you can guess, but there’s a way to remove the uncertainty. Led scoring tools use your customer data to find the right customers to pursue.
The Modern CRM
The first CRM came from Microsoft with MapPoint. It allowed their users to store, edit and customize a map of their clients. I won’t go into too much detail because we wrote another article about it here, but pretty much it kickstarted the modern CRM industry.
Many of the tools we included in this article are apart of your CRM, as long as it’s a modern one. Below are some that we trust. If you’re not using a CRM, you should consider transitioning.
Microsoft Dynamics CRM
Yes, you need to step into the world of smart sales management. It may be difficult to keep up with, but it will pay off. If you don’t have time, bookmark this page because we’ll update it with more tools as they emerge. You can also explore these features at Map My Customers.
Sign up for Our Newsletter
Stay up to date! Get all the latest & gretest posts delivered straight to your inbox
Looking for a new career opportunity?
From sales to customer success to engineering, we have a spot for someone like you. View all openings