Finding software can be overwhelming. Software Advice has helped hundreds of companies choose the right software to track their sales, improve efficiency and close more deals.

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Zendesk Sell

Zendesk Sell (formerly Base) is the web and mobile-based customer relationship management application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere. The... Read more

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Recent recommendations: 140 recommendations

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NetSuite CRM

NetSuite CRM+ is a cloud-based customer relationship management (CRM) solution for small and midsize organizations. NetSuite caters to thousands of customers across a wide range of industries including wholesale distribution, manufacturing,... Read more

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Recent recommendations: 92 recommendations

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HubSpot Sales Hub

HubSpot Sales is a cloud-based sales automation software designed to build, automate and accelerate the sales process. The solution allows sales personnel to connect with promising leads and convert them into successful deals. HubSpot... Read more

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Recent recommendations: 89 recommendations

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FreeAgent CRM

FreeAgent CRM delivers a next-gen work experience on a customizable cloud-based platform help teams unlock productivity and grow sales effortlessly.  Stay in the zone, with AI-guided selling. See only what you need when you need... Read more

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Recent recommendations: 63 recommendations

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Salesforce Sales Cloud

The Salesforce Sales Cloud is an on-demand CRM platform offering applications for small, midsize, and enterprise organizations, with a focus on sales and customer relationships. This Salesforce platform has CRM capabilities that include... Read more

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Recent recommendations: 49 recommendations

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Thryv

Thryv is an all-in-one business management solution designed to help small businesses with essential business functions. With Thryv, business owners can expand their online presence, improve any customer relationship, and streamline... Read more

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Recent recommendations: 44 recommendations

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Top Producer Systems

Top Producer is a web-based CRM system suited for agents or brokerages in the Real Estate industry. The system helps agents personalize follow up and manage clients from initial contact, to long-term repeat and referrals. Build your... Read more

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Recent recommendations: 37 recommendations

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SalesNOW

SalesNOW by Interchange Solutions Inc. is a cloud-based customer relationship management (CRM) and sales force automation solution that allows sales teams, management and executives to manage aspects of sales cycle including contact,... Read more

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Recent recommendations: 34 recommendations

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Zoho

Zoho CRM is a cloud-based business management platform that caters to businesses of all sizes. It offers sales and marketing automation tools with helpdesk, analytics and customer support functions. Zoho CRM helps users respond to... Read more

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Recent recommendations: 29 recommendations

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Claritysoft

Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM within... Read more

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Recent recommendations: 24 recommendations

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iHomefinder

iHomefinder is a CRM and marketing solution designed for real estate agents, teams, and brokerages. With marketing automation tools, this solution enables real estate agents to save time while generating business leads. iHomefinder... Read more

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Recent recommendations: 24 recommendations

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Shape

Shape's cloud-based solution offers tools designed to manage online marketing and promotions, capture leads from online sources, organize sales pipelines, connect with customers and automate everyday tasks. Shape is suitable for businesses... Read more

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Recent recommendations: 20 recommendations

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LeadMaster

LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship management,... Read more

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Recent recommendations: 19 recommendations

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BenchmarkONE

BenchmarkONE (formerly Hatchbuck) is a sales and marketing solution designed for small to midsize businesses. The integrated solution offers combined sales automation, marketing automation and email marketing features. BenchmarkONE... Read more

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Recent recommendations: 18 recommendations

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Maximizer CRM

Maximizer CRM is an integrated customer relationship management (CRM) solution suitable for organizations of all sizes across various industries. This solution can be deployed on both on-premise and in the cloud. Maximizer CRM features... Read more

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Recent recommendations: 14 recommendations

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BNTouch Mortgage CRM

Grow your mortgage business, free up time, automate your marketing and put together a digital mortgage experience for your borrowers, all from one central hub. With BNTouch Mortgage CRM you can build a website, utilize a digital 1003,... Read more

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Recent recommendations: 13 recommendations

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kvCORE

KvCORE is a cloud-based customer relationship management (CRM) platform designed for modern brokerage companies in the real estate industry. Upcoming and leading independent brokerage firms can utilize KvCore's platform to close the... Read more

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Recent recommendations: 12 recommendations

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OpPlan

OpPlan is a SaaS solution that enables businesses of all sizes to streamline processes related to sales, benchmarking, forecasting, team collaboration, customer relationship management and more. Salespersons can utilize the platform... Read more

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Recent recommendations: 12 recommendations

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Nutshell

Nutshell is a sneaky powerful cloud-based CRM and sales automation tool for small businesses. The Nutshell platform offers sales process and collaboration tools, email sync with Gmail and Outlook, fully customizable reporting, and... Read more

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Recent recommendations: 11 recommendations

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Sales Creatio

Creatio (formerly bpm’online) is a unique synergy of unified CRM and intelligent BPM platform for marketing, sales and service automation. The solution allows midsize and large companies to manage the customer lifecycle from lead... Read more

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Recent recommendations: 10 recommendations

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Buyers guide

Sales tracking software fits into the larger family of sales force enablement and sales force automation software and has many applications in common with traditional sales software and general purpose customer relationship management (CRM) software.

On the whole, the sales force enablement and automation software market is expanding quickly—it grew 12.8 percent to $5.6 billion in 2016. Today, most of the new growth is coming from the successes of Software-as-a-Service (SaaS) vendors entering the market with specialized, focused tools like lead management and, the topic of this guide, sales tracking software. Companies are flocking to these SaaS solutions for three main reasons: To provide better customer experiences and improve customer relationships To streamline sales staff workflows and improve process efficiencies To improve outcomes, close more deals and sell more per deal Sales tracking software can help your company work towards all three of these goals, but it must be chosen correctly and aligned well with your business goals. Those caveats can be especially challenging, especially given the the vast number of solutions available in this quickly growing, rapidly changing software market. This Buyer's Guide will help you make the right choice. In it we explain:

What Is Sales Tracking Software?
Common Features of Sales Tracking Software
Market Trends to Understand

What Is Sales Tracking Software?

Believe it or not, a large percentage of companies still track their sales processes manually: in spreadsheets, on whiteboards and even on paper. Manual tracking can work in small offices with very low sales volume, but it's never ideal. It leads to poor performance on the three points listed above: poorer customer experiences, inefficient use of sales staff time and fewer closed deals and lower per-deal revenue.

Sales tracking software helps manage, track and guide all aspects of the sales process. It usually provides set process workflows so salespeople know where each prospect stands at any given point in time and which steps need to be taken next. These days, with better machine learning integrations, some sales tracking software platforms are even able to recommend the single best out of a set number of possible follow-up actions.

Dashboard overview showing lead origin and deal status in Pipedrive
Dashboard overview showing lead origin and deal status in Pipedrive

Salespeople make the most direct use of sales tracking software, but it's also used by team and department managers and executives. For the latter group, it provides insight into the health and status of the sales department's overall operations. It can help also help with sales forecasting, help optimize workforce scheduling and even help determine the best pricing plans and strategies.

Common Features of Sales Tracking Software

Clearly, sales tracking software can accomplish a lot. But how well it helps you achieve your specific goals comes down to the specific applications and features and how well they're aligned with your organization's workflows and goals. Here's a list of common features to look out for in the sales tracking solution you select:

Pipeline management Manage individual sales prospects from fresh lead and first contact through to deal closure, which lets staff and management parse and prioritize different groups by a variety of internal or external variables.
Pipeline editor Define and deploy individual pipelines specific to segmented lead groups, specific products or product lines or different sales teams, providing each with step-by-step workflows.
Cycle management Customer-focused process management tool that helps manage sales and buying cycles, which is especially useful for organizations that sell subscription-based products or benefit from post-sales follow ups.
Next best actions Helps identify the next best actions to take during multiple stages of the sales processes, increasing buyer engagement and improving sales outcomes. Some platforms make use of predictive analytics to improve suggestions over time.
Dashboard Metric tracking visual interfaces for sales staff, management and executives, showing key performance numbers including open and closed deals, volume at various pipeline stages and custom KPIs and values.
Web-to-lead Integrates with company's website (or social media channels) to help automatically convert online prospects into trackable leads and prospects, usually with basic segmentation tools.
Social media integrations Tools that integrate a company or individual salesperson's social media accounts with backend sales tracking software, saving time, reducing errors, missed opportunities and improving response times.
Collaboration Collaboration tools help organize responsibilities in sales environments that have multiple team members working together on the same deals, helping with hand-offs and preventing redundant steps.
Content management Provides basic content management functions, either directly or through integrations with a content management system (CMS) to save time looking for sales materials.

Market Trends to Understand

Since sales force automation and enablement tools play such critical roles in the business world's profitability, they receive tons of attention from software developers. They're some of the first applications to receive updates and integrations of newer technologies like predictive analytics and machine learning.

Current and up-and-coming trends in the sales tracking software industry include:

  • Better user experience: Gone are the days when updating a lead required a dozen mouse clicks and switching back and forth between multiple screens. Today's sales tracking tools are designed with user experience in mind, streamlining processes on the front end and featuring clearer, more intuitive user interfaces.
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  • Curated account intelligence: Account information and client data both help close deals, but it's easy to have too much of either. What salespeople really need is the right information at the right time, so they know what they need to know exactly when they need it. Curated intelligence tools help manage CRM and sales data and present it only when it's needed.
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  • Just-in-time training: The average sales department is no stranger to turnover and new staff onboarding is a part of operations. Sales tracking apps can speed up onboarding with the better interfaces (mentioned above) as well as with tooltips, automated cues and set workflows that help train new staff as they work.
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  • Predictive analytics: Sales tracking tools have traditionally been systems of record: they'd simply record relevant account and process information. With better predictive analytics tools, they're increasingly answering valuable forward-looking questions, such as: How likely am I to close this deal? What should I do next with this deal?