What should you look for in sales lead management software?

When buying sales lead management software, ease of use is one of the most important components to consider. If the system isn't easy to use, your sales reps won't take to it and your investment will go to waste.

Of course every vendor claims that their sales lead management software is intuitive and easy to use. However, “ease of use” is somewhat subjective. Here are some specific questions you should investigate:

• Is information presented in a clear and organized manner?
• How many clicks it takes to update a record, create a new prospect, or fulfill an information request?
• Is navigation within the application logical?
• How much contextual help is included? Are there pop-up "tool tips" to explain various buttons?

If your salespeople do not feel comfortable using the product, they may never get the full benefit of it, no matter how much training you provide – and your ROI will diminish.

Other characteristics to look for in sales lead management software

Reporting
Reporting and statistics are a key component of sales lead management software. Most solutions include several standard reports and basic tools to adjust them. Compare the standard reports to your existing reports and you will quickly be able to spot any important omissions.

For more in-depth analysis, some lead management software can be linked to industry-standard reporting systems, such as Crystal Reports. Other packages allow you to export the data and do the analysis in a separate spreadsheet or database.

Integration
The sales lead management software should either include or be easily integrated with other common applications, such as a task/reminder system and an email client. Depending on your company's standards, you may want a system that can export data or records in Microsoft Word, Excel, or Outlook format. And for the best integration, look for a system that can connect to your accounting software.

Reliability
Salespeople are interested in a system that works as it should all the time. What might seem like a minor annoyance during evaluation can cause salespeople to stop using the lead management software altogether.

Finding the right sales lead management software
Once you know what to look for in a sales lead management software solution, it's time to find the right suppliers to work with. Start by submitting a free request for lead management software quotes and BuyerZone will connect you with as many as six different vendors. You can then meet with each of them and compare the service offerings before making a decision.