How to Build a Top Tier Sales Tech Stack

How to Build a Top Tier Sales Tech Stack

Building a sales tech stack from scratch can be daunting for any team. It requires thoughtful consideration of the unique needs of your sales team, the resources available, and the cost of implementing and onboarding each piece.

Let’s explore three key steps to creating a top tier sales tech stack that will work for you to help you reach your goals.

It’s often forgotten that the sales technology you use is supposed to aid your team in reaching its revenue goals. If you can’t measure the time saving or ROI behind the tech, it may not be worth the effort or cost.

P.S. In case you missed our previous post, we talked about the specific type of sales technology that you should take advantage of.

Step 1: Identify Your Needs

The first step in building a tech stack is to identify your needs and whether or not those needs might change. 

What we’ve found very interesting is that most sales teams’ tech stacks don’t change very often. We’ll talk about it later on, but onboarding a new sales technology can be daunting. 

But as a new year is upon us, you should really consider reviewing your contracts and tech stack once per year.

Questions you should ask:

  • What do you need from your stack? 
  • What will it be used for? 
  • How will it interact with other parts of your business?
  • Do you plan on scaling your business or offerings in a way that would require flexibility in your tech stack? 

Consider the unique needs of your team and how the stack will fit into its overall operations.

Will it be used by your frontline SDRs or AEs or even sales managers? Will they be receptive to a new process?

Unsolicited Piece of Advice:

Spend a couple of days in the specific role that you’re thinking of switching up their sales tech stack. See if it is indeed a pain point and if this new sales technology will be beneficial. Plus you’ll gain some trust with those individuals.

Step 2: Choose Your Technologies

Once you have identified your needs, it’s time to choose the technologies that make up your tech stack. 

There is a wide range of options out there depending on what you are looking to accomplish. 

There could be two, three, or maybe four different options for each portion of your stack so it’s important to do your research and find the right combination of technologies that best meets your needs and budget. 

Here is what you can do:

  • Leverage review websites like G2 and Capterra
  • Ask your network
  • Interested in seeing the latest tech options? Make a post on LinkedIn about what you’re looking for and you’ll get a bunch of sales pitches in one spot

Step 3: Implement and Monitor

The final step in building a sales tech stack is often forgotten.

It is to implement the technologies and monitor their performance.

Yes, adding a new piece of sales technology does not mean “set it and forget it”. That’s a great way to ensure something doesn’t work out. 

This requires setting up and configuring the technologies, testing, and troubleshooting. And we know you’re favorite – measuring time savings or ROI.

That’s why it’s important to periodically review the stack to ensure it’s still working as expected and making the most of the resources available to you.

Unsolicited Piece of Advice:

If there is a reason your team is not implementing the technology as you thought, go back to the vendor and ask for more help. Even more so, contribute ideas to their roadmap as your team starts to use the tech.

Your top tier sales tech stack

Building a tech stack can be a complex process, but it’s an important one for any business – not just the sales team. 

We recommend not just following the “shiny new toy” when it comes to tech. Really take the time to figure out how you will measure the success of your tech stack. 

It’s a common feeling of regret when you take all the time & cost of onboarding only to see it not live up to its potential. 

With careful consideration and planning, you can create a top tier tech stack that works for your team’s unique needs.

Unsolicited Piece of Advice:

If your team doesn’t use sales technology for cold calls, it’s time to make a change. Check out real-time call coaching software (whether it’s us or another company), we promise your mind will be blown.

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