Micro small and medium businesses are usually unaware which application meets their need and end up signing up for an enterprise application which is heavy on their pocket and most of the features that they actually don’t need. Small and medium businesses need to understand how any web or mobile app will add value to their business. There has always been a debate whether the business should invest in a CRM or Sales management software.
This article will go through the comparison and help you decide whether it’s CRM or sales management software that can benefit your business. Let’s go straight into the comparison and see how both platforms can differ from each other
CRM vs. sales management software
CRM is all about customer journey management from pre to post sales and on the other hand sales management digs deep into how your sales teams are performing on a day to day basis. The market has plenty of solutions to offer which has consolidated some of the CRM and sales management features but there are certain differences between the two types of softwares.
What is CRM software?
Customer relationship management aka CRM software is primarily used by teams across sales, project management teams, customer service, and even marketing departments to store and manage contacts, company, deals, estimates, projects, tasks, invoices and interaction history with the prospect.
CRM also provide sales funnel insights where how the individuals performs against their assigned goals.
What should CRM software include?
Contact and Company Management: Ability to store contact and map those contacts to relevant companies. The contacts can be used to create deals and estimates.
Deal Management: Ability to log and manage deals and maintain the interaction history with the prospect. The deal management should also allow moving through the sales lifecycle stages.
Estimates: Every deal requires you to generate an estimate/quote. The CRM software should allow you to create the estimates based on predefined product SKUs.
Project and Task Management: Once the deal is won, the sales teams should have the ability to create project and relevant tasks for the delivery teams.
Invoice Management: When the project is delivered, you need to get paid. The CRM should also allow you to raise invoices on the go and get paid.
Other CRM good to have features:
Email Integration – to be able to send emails from within the CRM and also get information on read status
Workflow Automation: Ability to create custom workflows as required by different types of companies.
What is sales management software?
Sales management software is more for those Sales VPs and head to to track and monitor sales performance and the activities of the sales team. It is often used to forecast the sales funnel in large organizations so that the field sales are in line with the activities that needs to be performed for every single customer meeting.
Sales management software should include:
Activities: The sales managers should be able to track sales activities of their sales force to measure productivity
Sales Forecasting: Should provide detailed analysis to predict the likelihood of future sales based on activities logged by the sales teams.
Workflow Customisation: The sales software should allow to create complex workflows which can accommodate task scheduling and also detailed analysis of past performance to make informed decisions.
Opportunity Management: Large organizations have lots of partners and vendors and there should be an option for these partners, resellers and vendors to be able to log an opportunity when they want to collaborate and work on a common deal.
CRM vs sales management is an endless debate but both of them have their own place, While CRM is more for those micro and small businesses who would like the whole sales cycle to fit into a single interface whereas sales management software is used by large organisations to manage their sales force.
Which tools are out there?
Well we are not going to divulge into multiple apps and softwares as it again creates a confusion on the minds on small and medium businesses. But let’s look at one of the CRM and sales management software to understand the real difference.
A simple and intuitive mobile app which covers the full digital workflow from pre to post sales. The app has been designed for those single entrepreneurs who would like an easy interface and can quickly log contacts, deals and issue quick quotes on the go. OneDigiFlow provides the ability to create projects, tasks and job works once you have won deal and thereafter you can convert your approved estimates into invoices.
Nothing but the best when it comes to complete sales management solution. It has the CRM portion and additional sales management features for large organizations to be able to manage their sales funnels and forecast based on detailed analysis.
To conclude, the CRM vs sales management software comparison is totally worth it as it gives a clear idea on what either of the solutions provide and how CRM is more for those micro and small businesses whereas sales management software is for larger organizations to manage their sales teams.