From CRM to sales management: why take the plunge?
Sales Management software is used to manage companies. This discipline goes further than Customer Relations by covering pre- and post-purchase events that have an impact on the quality of CRM. Today, stimulated by e-commerce and the importance of service quality in marketing strategies, sales management is becoming more widespread in all companies. Find out all our advice on the use and challenges of sales management.
What is the purpose of sales management?
Sales Management is designed to optimise the value chain of companies by pooling internal processes. In other words, it involves sharing a single database and a single application for stock management, purchasing, customer relations, invoicing and delivery.
It makes sense for a company to equip itself with such a solution if it is faced with three dimensions: products or services, customers and suppliers.
What you stand to gain and lose
The vast majority of companies equip themselves with a CRM to manage the acquisition and retention of their customers. CRMs are often agile and do not call into question all internal processes. Sales management software, on the other hand, generates value by optimising the company's nervous system: the operation is therefore more delicate and can give rise to certain risks.
| Advantages | Disadvantages |
| ✔ Increased quality of service (reduced lead times and errors) ✔ Reduced costs (better stock management, process optimisation) ✔ Improved profitability (price adjustments, better monitoring of outstanding payments) ✔ Reduction in administrative tasks (accounting, invoices, quotes, purchase orders, etc.) ✔ Better understanding of the business (business analysis, dashboards, reports) |
✖ Costly implementation linked to project management if support is required ✖ Risk of adding cumbersome procedures or frustrations if the software is not fully adapted or not very scalable |
On the whole, sales management software offers real management convenience and provides a number of levers for increasing your company's profitability. The rising stars of e-commerce have made sales management a pillar of their profitability.
Which sales management software should you use?
Halfway between CRM and ERP, sales management software is not always easy to identify. Here are a few solutions (non-exhaustive list with their advantages):
- Donzat: Donzat Gestion commerciale is a very comprehensive solution that goes beyond the functionalities mentioned by also offering HR functions such as employee and skills management. The team that produces the solution is a source of excellent advice.
- EBP: EBP Gestion Commerciale is a solution that provides extensive functional coverage while offering a pleasant user experience. EBP Gestion Commerciale is suitable for both small and medium-sized businesses.
- Sage: Sage Gestion Commerciale offers an excellent level of security and enables you to comply with legal requirements at all levels. Sage gives its customers the benefit of 25 years' experience and a robust, modern technical environment.
It is strongly recommended that you compare software on the basis of the criteria you need. Most publishers also offer free one-month trials so that you can evaluate their solutions.
Article translated from French