When looking for the best sales engagement platforms, you should base your evaluation on the platform’s ability to increase quality engagement and support various cases. It would help if you had a strategy that will improve the productivity of each user type and allow the integration of CRM data into workflows. Here are a few questions to ask yourself:
• How easily will my team understand and adopt the platform?
• Will the platform seamlessly blend with the existing processes of my team?
• What effect will it have on data security and compliance?
• Can it accommodate the needs of customer-handling departments?
• How much time is the platform going to save my business?
• How long does it take to manage the platform continuously?
• Will it make the sales rep more effective?
When it comes to the capabilities of a sales engagement platform, consider the following features.
Does it Allow CRM Integration and Ease of Administration?
To reduce sync errors and unlock advanced automation, you need a platform that facilitates native integration of CRM. By streamlining collaboration, it reduces data latency. Also, find out if the platform provides CRM data access in Microsoft 365 and Gmail. LinkedIn integration would also be an added advantage so you can view related leads and mutual contacts. You can test the ease of use by giving team members a demo to hint out any setbacks. All users should navigate the tool with ease and incorporate it into their workflows. Otherwise, there would be no value if they can’t use it.
How Robust is the Automation?
The best form of automation for a sales engagement platform extends to all crucial aspects of a business. You need a mix of A/B testing, automatic messaging, auto-dials and call logs, calendar syncing, email syncing, online planner, advanced activity capture, and speed to lead.
Can it Support Every Team?
An effective sales engagement tool positively impacts teams creating valuable touchpoints when engaging customers outside of the sales. Examine the platform to see how well it supports various cases from finance, account management, marketing, and full-cycle sellers. A good platform is easy to adapt and customize for multiple teams, offering collaboration spaces between cross-functional teams. The leaders should be in a position to see the performance and point out areas that need improvement. So, you’ll be looking to have better workflow management, effective workspaces, and activity log with real-time insights.
The answers to the above questions should guide you in assessing the features of the best sales engagement platforms. But bear in mind that these platforms are created differently. Let your sales processes, business structure, and existing CRM direct your choice of a sales engagement platform.