In today’s digital era, you’re spoiled for choice when it comes to building a tech stack that complements your business needs. There’s dedicated software for revenue insights, sales analytics, and tracking customer touchpoints. Now, with advent of AI, it seems sales tech has squarely cemented itself as an indispensable tool for sales teams everywhere. Despite providing many benefits, the sheer volume of new software may be growing too large to manage comfortably, leading some reps to feel like they’re babysitting their tech instead of saving time with it.
Too Many Tools, Too Little Tim
Most sales tech stacks consist of different applications to handle each individual facet of a company’s sales operations. From research and prospecting to CRM and business intelligence, each of these processes has a designated tool that sits on top of an already hefty suite of standard productivity apps for emails, calendaring, task management and other workplace essentials. To make matters worse, some of these tools have overlapping functionalities. Do you log touchpoints to your CRM, or should you use the outreach platform? Do you update customer details to your lead generation tool or your CRM? These inefficiencies leave sales reps guessing the right tool for the job.
“86% of sales reps admit they’re confused about which tool to use for which task.” (PR Newswire).
Not only do reps need to manage several apps, but constantly shuffling between them eats up precious selling time, especially when dealing with hundreds of accounts every day. On top of that, learning a boatload of new platforms is an onboarding nightmare for new hires. Add in half-baked training programs and lackluster admin support, and most reps would rather carve deal progress in stone than add yet another platform to their workflow.
CRMs Don’t Speak Lead Generation
The problem of the overwhelming tech stack is compounded by low integration: only 28% of sales tools are connected to the other tools being used. Since the data within these non-integrated tools is insulated from the rest of your tech stack, reps are wasting precious time acting as the intermediary. For example, if your lead gen tool doesn’t integrate with your CRM, you’re doing just as much manual work carrying data back and forth than you would by tracking everything on pen and paper. All the while, you’d rather be selling!
The Hidden Cost of a Bloated Tech Stack
While the cautionary tale of the oversized tech stack is growing increasingly infamous, many sales departments are realizing too little, too late. Some reps avoid using redundant sales tools altogether, in spite of their company already having invested in them.
“Enterprises lose an average of $104 million annually due to underutilized technology and inefficiencies.” (WalkMe)
The countless wasted licenses for unused software deliver a massive blow to company ROIs and inflate operational expenses. Evidently, it’s in the best interests of both sales reps and upper management to bring this dilemma under control.
The Road to Recovery
The path forward isn’t adding more tools. It’s about choosing smarter ones. Before investing in new technology, evaluate critical factors like functionality, ease of use and integration. Whenever possible, find tools that play nice with your existing workflows. The goal should be a streamlined stack that empowers reps rather than overwhelms them.
That’s where CapOptix comes in. Our unique sales guidance system consolidates common sales workflows into one platform. It provides seamless integration with lead gen platforms like ZoomInfo, Apollo, and WIZA, allowing you to import thousands of leads in just a few seconds. The platform is also configurable for two-way sync with Salesforce, HubSpot, Zoho, and Dynamics, if requested. Concerned about analytics? The CapOptix built-in reporting suite provides near real-time reporting dashboards for updates and insights on rep performance. To top it all off, email automation and a slide deck generator allow you to spend less time switching to other apps for admin work, and more time hitting quotas. CapOptix isn’t just another tool—it’s the foundation for a lean, efficient, and high-performing tech stack to help close your next deal.
Sources:
https://www.walkme.com/news-releases/enterprises-wasted-104m-on-underused-tech-in-2024-while-75-of-workers-struggle-to-harness-ai-efficiencies-new-walkme-research-finds/
https://www.prnewswire.com/news-releases/new-allego-data-shows-76-of-companies-say-that-poor-adoption-of-sales-tools-is-a-top-reason-sales-teams-miss-their-quotas-301477456.html
https://nektar.ai/5-reasons-for-low-sales-tech-adoption-and-how-to-fix-it/