A sales technology stack or sales tech stack is a set of software tools and technologies that sales teams use to improve performance. A carefully chosen sales tech stack improves teams’ effectiveness and productivity and ultimately results in higher ROIs.
Your sales team’s objective is to close as many high-quality deals as possible. So, the team can more quickly interact with prospects, optimize their communication, and smoothly move prospects through the sales pipeline with the right sales tech stack in place. Whether a CRM tool or sales enablement platform, a tech stack should have every necessary element.
If you already have a sales tech stack and somehow it lacks to provide you with the desired results, you may need to improve it. Here are ten tips for building an efficient sales tech stack if you want a fresh start.
1. Prepare your sales team
Before selecting a sales tech stack, you should make an effort to train your sales team about their target prospects and the most effective way to approach them. It’s necessary to know your product better and how it solves problems. Once these two aspects shake hands, you’re ready to share the stuff you have learned with the rest of the world.
2. Research your current business situation
It lets you know how customers feel about your company and products. In addition, you may learn about products you didn’t know about. So you can include missing or overlooked elements while building your sales tech stack.
Whatever the offering, the research should consist of a thorough analysis of your potential market, your rivals, industry trends, growth projections, and the most likely course.
3. Determine the importance of a sales tech stack
Before investing in the various components of your tech stack, it’s essential to determine why you need it and what your expectations are from it. You can’t just pick a bunch of tools and include those in your sales tech stack. Right? Building it correctly is as important as understanding its vitality for your business. Once you get it, you can save your effort by choosing your way to build an efficient sales tech stack.
4. Sales tools you already have
You could look over the sales tools you already have and analyze them to check whether or not they fit your business. As a business grows, the sales tech stack changes accordingly. You indeed have long-term growth goals for your company. So, can your existing tools meet your requirements? Can you integrate those tools to have them work together for better outcomes?
5. Look for scalability
Whatever resources you have to boost sales should encourage you to scale your business. After all, it is one of the principal objectives of having a tech stack. Its scalability can drive your business further and offers you to improve and grow more. Therefore, the stack should be built so your company can quickly scale to generate consistent revenue without adding extra costs or resources.
6. Note down the crucial features
The sales tools you want to include in your sales tech stack must suit your business. Take your time and figure out which features you need to have for your sales team so they can close more deals. Which features are compatible with the sales KPIs you focus on? That way, you can outline how to build your sales tech stack.
7. Compare tools before purchasing
The tools can cost you a lot of money. That’s why you need to compare them before going for it. The tools range from sophisticated sales intelligence and analytics software to fully integrated customer relationship management (CRM) platforms. So carefully compare them, and see which one helps you build an effective sales tech stack.
8. Choose right tools
Determine the general objectives of the technology implementation, then relate those objectives to the goals. As a result, you can discover a tool that matches your needs. Sales tools for different purposes are abundant in the marketplace. Make a list of the necessary tools for CRM, account planning, lead generation, sales enablement platform, communication, sales reporting, and others.
9. Don’t over-stack your stack
You should be strategic when selecting sales technologies, as taking on too many tools at once can lead to new features and wasted money. Instead, sales teams should choose technologies that serve multiple strategic categories based on their feature set and functionality.
For example, a CRM system with built-in reporting capabilities can suit a sales team’s sales automation and data intelligence needs. By strategically selecting sales technologies, sales teams can save time and money while achieving their desired outcomes.
10. Set goals
All the above tips do not work unless you have goals. A sales tech stack is nothing but a digital toolkit. Building it doesn’t mean your sales team can close more deals. If you don’t know where to go, having a car is not much help! Therefore, setting up goals is obligatory. Only then can you build an efficient sales tech stack for your team.
Summing it up, it may be stressful to create an efficient sales tech stack for your business. Therefore, the ten tips in this post will guide you to build a sales tech stack and save your time and effort. But remember that because your sales process is different, so should your sales technology stack. So, do not hesitate to study a new tool, explore what it offers, and see how it benefits your business.
