Sales software supports the tasks of sales controlling and sales management as well as sales force management. This is done, for example, by displaying graphically prepared key figures or by helping to create a sales plan. With sales software, the sales management of a company can centrally control the adherence to sales targets and implement professional sales controlling via continuous target controls and the execution of deviation analyses. With sales software, you can efficiently organize the acquisition of customers, manage the sales processes in the office and in the field. The relevant information can be mapped by means of software and enable optimal sales activities.
Sales refers to all measures and processes aimed at selling a company's products or services to customers and successfully bringing them to the customer. Sales is therefore one of the central operational functions alongside procurement and production and contributes significantly to generating revenue and acquiring customers.
The sales process typically comprises the following steps:
Sales software is a key tool for companies to make the entire sales process efficient and successful. It helps sales teams to organise, automate and analyse their activities, from the initial contact with potential customers to the conclusion of the sale and beyond.
| Advantage | Description |
| Structured sales processes | Sales software supports the systematic mapping and control of the entire sales process, from lead generation to closing the deal. |
| Central data storage (CRM) | All relevant customer and contact data is available in one place in the CRM, which avoids duplication of work and makes it easier to maintain an overview. |
| Transparency & traceability | Activities, conversation histories and progress in the sales funnel can be clearly tracked by teams and managers. |
| Increased efficiency | Automation (e.g. sending quotations, follow-ups) saves time and allows the sales team to focus on customer contact. |
| Improved customer loyalty | Better information and personalised communication enable customer relationships to be managed in a more targeted manner. |
| Meaningful evaluations & forecasts | Sales software provides reports and analyses for performance monitoring and realistic sales forecasts. |
| Mobile access & integration Modern solutions offer cloud access and interfaces to ERP systems. | Modern solutions offer cloud access and interfaces to ERP, marketing or support systems. |
| Scalability | Growing companies in particular benefit from standardised, scalable sales processes. |
| Challenges | Description |
| Implementation effort | Selecting, customising and implementing sales software can be time-consuming and resource-intensive. |
| Training requirements | Employees must be trained to use the software effectively. Resistance to change may occur. |
| Costs | In addition to licence fees, there are also costs for setup, maintenance and support, especially for large systems. |
| Complexity with too many functions | Overloaded systems can impair user acceptance if they are not configured to fit perfectly. |
| Data security & GDPR | Particular attention must be paid to data protection and legally compliant data processing, especially in the case of cloud solutions. |
| Technical dependency | In the event of failures or changes of provider, access to important sales information may be restricted. |
Modern sales software forms the backbone of an efficient and successful sales process. It helps sales teams to centrally control, automate and analyse all activities, from lead generation and customer management to closing deals. By consolidating all relevant information and automating recurring tasks, sales staff can focus more on building customer relationships and successfully closing deals.
Acquiring new customers is a central component of successful sales work. It encompasses all measures taken to identify and address potential customers and win them over to your products or services. As part of this process, the sales team goes through various steps – from initial contact to successful contract conclusion.
Professional customer relationship management is a key success factor for sustainable customer loyalty and business success. Sales does much more than just sales tasks: it remains the first point of contact even after the purchase, builds trusting relationships and ensures consistently high customer satisfaction. In addition, the sales department specifically identifies potential for up-selling and cross-selling in order to present existing customers with suitable additional or higher-value offers. Last but not least, the sales department serves as an important interface for customer feedback, which is fed into other areas of the company such as product development or marketing, thus contributing to the continuous optimisation of products and processes.
Efficient sales work is based on a variety of strategic and administrative tasks that must be carefully coordinated. Modern sales software helps companies to systematically manage and optimise these tasks. These include the development of targeted sales strategies, continuous market and competition analysis, and comprehensive sales controlling. Equally important are close cooperation with other areas of the company and the seamless maintenance of all relevant data in the CRM system.