How can you select and integrate sales technology that grows with your business?

1 Assess your current state

Before you start looking for new sales technology, you need to evaluate your current state. What are the strengths and weaknesses of your existing sales stack? How well do your tools align with your sales strategy, objectives, and metrics? What are the pain points and gaps that you need to address? How satisfied are your sales team and your customers with your current tools? By answering these questions, you can identify your priorities and requirements for your future sales technology.

2 Define your desired outcomes

Once you have a clear picture of your current state, you need to define your desired outcomes. What are the specific goals and benefits that you want to achieve with your new sales technology? How will you measure and track your progress and results? How will you align your sales technology with your sales culture, values, and vision? By setting clear and realistic expectations, you can narrow down your options and focus on the solutions that match your needs and aspirations.

3 Research and compare solutions

Now that you have a clear vision of what you want, you need to research and compare the available solutions. There are many factors to consider when choosing sales technology, such as functionality, scalability, compatibility, security, cost, support, and reviews. You can use online resources, such as blogs, podcasts, webinars, and forums, to learn more about the features and benefits of different tools. You can also ask for recommendations and feedback from your peers, industry experts, and potential vendors.

4 Test and validate solutions

Before you make a final decision, you need to test and validate the solutions that you are interested in. You can request for demos, trials, or case studies from the vendors, and involve your sales team and customers in the evaluation process. You can also use a scorecard or a checklist to compare and rank the solutions based on your criteria. You should look for solutions that are easy to use, reliable, flexible, and compatible with your existing tools.

6 Review and optimize solutions

Finally, you need to review and optimize your sales technology on a regular basis. You should collect and analyze data and feedback from your tools, team, and customers, and measure your performance and outcomes against your goals. You should also identify any new needs or opportunities that may emerge as your business grows and evolves. You should also look for ways to improve and enhance your sales technology, such as updating, upgrading, or replacing your tools as needed.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?