So Many Sales Apps, So Little Time | Adaptive Business Services

Please allow me to first set the record straight. I’m not a big fan of sales apps. I prefer to concentrate on the basics. I’m apparently not alone in this regard. I also don’t like a bunch of disparate apps running around that are either not connected or are poorly connected with my CRM. You want an essential sales app? Start with a good CRM. End of post.

I’m also certain that there are a lot of underperforming reps out there who are lamenting to their managers that …. “If I only had this one app, I’d be a superstar!” Yeah, right. When I was in sales management, we didn’t have apps but, I’ve heard this song before. How about you go out there and actually make some calls.

The simple fact is that, if you can’t sell, no app will help you to sell more. Nothing plus nothing still equals … nothing. It’s like social media in general. It doesn’t change who you are, it only magnifies that which you already are. So … if you are a top-producing rep, maybe there are some apps out there to make you better. If you aren’t …

That all being said, there is a place for the right app and there are plenty to choose from. Not plenty. Thousands. In just one place, I found….

G2 Crowd – 2,391 Sales Apps available

That should keep you plenty busy … until you are dead and buried. You are going to need to avoid paralysis by analysis.

Basics first

It’s not really that complicated. As previously discussed, you need to know how to sell and be good at. Next you need to clearly define your sales process and then be able to identify the needs in that process that might benefit from sales enablement or sales automation tools.

Expectations

I happen to be cursed by unrealistic expectations of just about everything and I am extremely impatient. As a result, very few apps that I have tested have actually met my standards or have held my interest long enough to do so. If this is you, I would suggest that you find someone qualified to do the heavy lifting for you.

Be prepared to accept that there is likely no such thing as the perfect app. Your best outcome will probably be one where the benefits exceed the shortcomings. Your expectations should fall into several areas …

Budget?
Time for research?
Time to implement?
Expected return on investment?
How will you track, measure, this ROI? Are there benchmarks for comparison? If not, create some.

Understand your needs

With all of these choices, if you start adding them to your arsenal in a haphazard manner, you will undoubtedly be doomed to failure. It is much smarter for you to prioritize your needs, start with #1, and then see if there is a suitable app to support that. If you have a team, get them involved now, not after you have done the dirty deed.

Even with a clearly defined task in mind, you may find dozens of apps that will claim to meet your needs. It is unavoidable that you are going to have to devote the time needed for meticulous research. Since I have a fondness for cliches … there never seems to be enough time to do it right but, always enough time to do it over.

The wrong choice can be much more damaging than just being the wrong choice. You are risking time, resources, and revenues that might never be recovered simply because you did not take enough time to fully understand your exact needs and then to find the best possible product to meet those needs. Don’t be impetuous! The last thing that you need is a magic bullet that makes a 180 degree turn.

An awesome implementation

Take your time, do it right, and allow enough time to see it succeed. Failing to plan is planning to fail. Be sure to set up an implementation schedule and, particularly if you are going to be making this investment for your team, make sure that they are properly trained. For God’s sake, don’t just hand it to them and then let them flop around like newly landed fish.

Only after your first implementation is complete, and paying expected dividends, should you even consider adding additional apps. Your thoughts?

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!