There’s an overwhelming number of great sales and marketing apps. At a certain point, app overwhelm becomes a problem.

It’s challenging to sort through the clutter to find the ones that are a good fit for your particular need, whether you’re selling services or products, small deals or large, using Gmail or Outlook, and so on.

Above all, avoid “shiny object syndrome.” All these apps are so shiny and new! Maybe the next one is the one that will create a magical revenue unicorn ... or the next one ... or the next one ...

It’s a busy world and getting busier. The apps you buy should help you and your team see more clearly through clutter and busyness -- not add to it. Rather than hoping The Next Great App is going to fix your problem, consider these five steps before you buy new sales technology.

1) Before anything else, declutter.

The first step in improving how a team uses a CRM software is hiding all the stuff they don’t use.You should know which apps and data you want to keep and integrate with your CRMSpring clean your apps, metrics, and fields before you buy more stuff to load onto your team. 

2) Fix your processes before using an app to speed them up.

Installing a new sales or marketing app to do more of a bad process just generates extra garbage.

3) No “drive-by app buys.” 

When you bring in a new app, small or large, plan on spending double your expected time getting it set up right, getting your people trained, and tuning it so that it’s solid. Don't dump "half-assed apps" on your team.

4) Think: What’s practical?

It’s a wonderful vision of a whole sales team eating their vegetables, meditating over crystals, and using their sales apps regularly. Get excited about your vision, but don’t forget sales reps are very busy people. Keep in mind that if your plan is impractical or you fail to get buy-in for it, it’s going to flop.

Editor's note: This is an excerpt from the upcoming book "The Predictable Revenue Guide to Tripling Your Sales," and is published here with permission. 

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Originally published Jan 22, 2015 10:00:00 AM, updated May 15 2017


Using a CRM