Choosing an outside sales software platform is a critical decision for a sales team working in the field. Make the right decision, and it’s a potential game-changer. It’ll drive gains in productivity, efficiency, and sales. First, you’ll have to navigate through your outside sales options.
We’ll walk you through some of the top factors to consider to help you make an informed decision that aligns with your team’s goals and operational challenges unique to your organization. These factors will be used to align your needs with the platform’s capability. This sets your team up for success once you’ve chosen one.
1. Understand Your Sales Team’s Needs
Before jumping into evaluating different platforms, identify your sales team’s needs. Not every team works the same way, so a tool that works well for one company may not be ideal for another. Talk to your team to know your reps’ needs. Analyze your own as a leader. Talk to the IT team. Work with finance to create the right budget. Consider these questions:
How large is your sales team? Do you need a platform that scales easily as your team grows, or are you a more minor team with more streamlined needs?
What are your reps’ pain points? Are they spending too much time planning routes? Are they struggling to manage customer data while on the go? Know where your team struggles to help you zero in on the features that will be most impactful.
What metrics matter most to you? More customer visits? Closing more deals? Customer engagement? Figure out what matters most and prioritize it.
Take route optimization as a potential use case. If it’s a top priority for your field reps, you’ll want software that excels at mapping and scheduling routes. If CRM management is more critical, look for platforms with robust mobile account management.
2. Key Features to Look For
Now, it’s time to look at the features the best outside sales platforms offer. Not every software vendor has all the fancy bells and whistles, and you probably don’t need them all for your team anyway. There are several core functionalities that are essential for outside sales teams. These functions are going to help virtually any team.
Route Planning & Optimization
One of the biggest time drains for field reps is inefficient travel. The best outside sales software tools must offer route planning and optimization features. If a tool does not optimize routes, it most likely will not be the best option. Route optimization will allow reps to visit more clients in less time. Reps will input multiple destinations, and the software will determine the fastest, most efficient route to minimize travel time and maximize the number of customer visits. More visits create more sales.
Some platforms, like RepMove, take this further by offering visual tools such as the ability to draw directly on a map to select clients in a geographic area for optimized routing.
Mobile CRM
A robust mobile CRM is another must-have feature for outside sales teams. A typical CRM will be overly complex for most field teams. You need a tool that won’t hinder your team. A tool that enables them will be easy to use on the go. It will accelerate their performance. It will make account management faster and customer relationships stronger.
Field reps are constantly interacting with clients and need immediate access to customer data, order history, and the latest sales notes. With a mobile CRM, reps can manage all of this while on the go. This function ensures they’re always prepared for the next client meeting. The ability to log interactions, set follow-up reminders, and update deal statuses in real-time maintains momentum in the sales cycle. A CRM not made as a mobile app first will get in the way and block growth. An outside sales tool will do the opposite. It will be their mobile assistant who will help drive sales. Find a purpose-built tool, not one that was originally made for inside sales like most CRM platforms.
Activity Tracking
Sales managers need visibility into what their reps are doing in the field. Tracking might be the most important function you need. Activity tracking tools allow reps to log their meetings, calls, and tasks in real-time. Managers can view their progress and ensure that reps are hitting their targets. This visibility ensures sales leaders can intervene quickly if a rep is struggling. It helps managers make sure reps are reaching key customers. Reps that are not actively selling need intervention to perform. The last thing a team needs is to have reps sitting idly and letting the day pass. Transparency into team activity drives performance gains perhaps better than anything else. Tracking should be a top consideration.
Many platforms offer reporting and analytics based on activity tracking, allowing both reps and managers to identify patterns, improve performance, and make better data-driven decisions. Find vendors that create easy access to this data and your team will be on its way to thriving.
Task & Follow-Up Management
Follow-ups are crucial in outside sales. Keeping track of follow-ups and tasks while juggling multiple accounts is no easy task. Look for software that includes built-in task management. Reps can use it to create, assign easily, and track tasks related to each customer interaction. Scheduling t visits, sending a proposal, or following up on a quote, a good task management system ensures nothing falls through the cracks on you.
3. Evaluate Ease of Use
A huge barrier to adopting new software is its complexity. No matter how feature-packed a platform is, if your team struggles to use it effectively, it won’t deliver value. It will sit on a virtual shelf and not provide value. Consider the following when you evaluate ease of use:
Is the interface intuitive? The layout should be clean and easy to navigate. A helpful user interface helps make sure reps can access what they need without having to dig through menus.
How much training will be required? The platform should have a gentle learning curve. This helps in allowing your team to hit the ground running. A difficult tool is far more likely not to be adopted by your team. An easy one is its best friend.
Can it be used on mobile without limitations? Since field reps are always on the go, the mobile app must have all the core functionality of the desktop version without sacrificing usability.
A tool like RepMove is built specifically for outside sales, with a mobile-first approach that emphasizes simplicity and ease of use for reps in the field.
Make sure you understand training requirements for the outside sales tool. Also make sure that the interface is actually as easy as it seems in a trial. Sales reps for these platforms are experts at using them. They use these tools constantly. They have test accounts designed and optimized for different customers and industries.
Have reps create examples during the demo. You will see exactly how easy it is to use without a perfectly made test account. This insight will give you an understanding of how the tool works better than just looking at a premade template.
4. Consider Integrations and Scalability
Your outside sales software shouldn’t exist in a silo. It should integrate seamlessly with your other tools, such as your CRM, email marketing platform, or inventory management system.
Some outside sales tools will function like a CRM on their own. Others will integrate directly with an existing CRM and EHR. Figure out if the tool you’re considering needs to be tied to an existing CRM to work or if it can operate on its own. RepMove, for example, operates well as a standalone CRM. It also integrates with other CRMs seamlessly if you’re already using other tools. This will significantly increase your CRM capabilities for your outside sales team.
Keep integrations in mind and ensure that data flows smoothly between platforms and that your reps have all the information they need in one place. An integrated tech stack is used. Some tools offer out-of-the-box integrations. Others need advanced technical support. The most simple solutions are usually the best.
Additionally, it’s important to think about the future. As your team grows, will the platform be able to scale with you? You want a solution that can handle more reps, clients, and territories without a complete overhaul. You also should understand the pricing structure. Some platforms will have more expensive tiers for more seats or data usage. Others will scale with a linear pricing structure. Make sure to have transparency in the platform’s cost model.
Many platforms offer extensive integration options, though some solutions may focus on tighter, more field-specific integrations. Some will partner with integration vendors to make it easy. Make sure to know what will be needed upfront.
5. Pricing and ROI
When choosing an outside sales software platform, pricing is always a key consideration. However, it’s essential to weigh the cost against the potential return on investment (ROI). A more expensive platform may offer features that significantly improve productivity and sales performance. It might provide a greater ROI than a cheaper solution that lacks those capabilities, but it might not. Pricing can be an indicator of how robust a platform is, but it is not always the only one. Consider these below:
Subscription models: Most outside sales platforms operate on a subscription-based pricing model. Understand what’s included in the base price and what features may require additional fees. Costs can scale significantly on subscription tiers. It can be seat-based or function-based. Know these upfront.
Free trials and demos: Take advantage of free trials or product demos to ensure that the software meets your needs before committing. Strong platforms will be confident in offering you a free trial of their tool.
RepMove offers a cost-effective solution at $19.99 monthly for mobile users and $49.99 monthly for its web-based desktop version. It also offers annual fees of $199 and $499, respectively. Many others will also provide simple base pricing. Just keep an eye out for hidden pricing. RepMove doesn’t hide its pricing. Some other tools will upcharge for features and not necessarily be transparent about it.
The most hidden, and often a factor in the success of any software platform, is the cost of maintenance and integration. For some of the largest platforms, this is not an insignificant expense. It will require advanced development support. It can also involve pricy consultant support, depending upon your internal team.
RepMove’s competitive pricing, combined with a strong feature set, makes it an attractive option for teams looking to balance budget and functionality. It has strong internal development support for its customers and does not require advanced development.
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6. Customer Support and Training
Consider the quality of customer support and training provided by the vendor. An easy-to-use platform will still have times when your team needs help troubleshooting issues. Platforms release updates, often big ones, and your team will need help to learn these new features.
Make sure to find a vendor that offers responsive support. Support can be provided via live chat, phone, or email, as well as by access to training materials like tutorials, webinars, and documentation.
Choosing an outside sales software tool requires an evaluation of your team’s needs. You’ll need to match the platform’s features, ease of use, scalability, and pricing to them. While there are many options, the best platform for your team is the one that aligns most closely with your sales goals and operational challenges.
RepMove stands out as a top choice. It offers robust route optimization. It has an excellent mobile CRM capability. Its task management and calendar are tremendous, and a user-friendly interface plus positioning at a competitive price make it a strong contender.
Make sure to get a trial of any platform you are considering. The right platform ensures your team can maximize productivity, build stronger customer relationships, and close more deals.
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