Keep Account Executives Accountable: 5 Features to Look for in a Software Solution

Nov 5, 2020 1:48:20 PM / by ShareBuilders


Setting and achieving goals are the backbone of an effective sales team. They are the guideposts your team needs to set priorities and stay focused. And some sales management software helps them do just that.

The problem with choosing a CRM-style software solution for your sales team is that there are many options out there. If you don’t know which features matter the most for your team, it can be an overwhelming decision. 

Here are some of the key features that make up a valuable sales management software:


Easy to Use

If the CRM software you’re using is cluttered, confusing, or difficult to use, it’s not going to help your team. Sales management software should give an account executive all the information they need at the click of a button.

Think about the features your team would be able to use all the time. Maybe you want your account executives to track their goals, quickly access account information or look at quarterly projections. Whatever is most important to you and your team, list out some “must haves” to look for when you’re shopping around. 


Extensive account information

Sales management software should be well-organized, but that doesn’t mean it should be minimalistic. The most useful options will allow for a full picture of each account, including data like contact information, activity, billing information and historical avails. 


Effective team communication

Communication is key for accountability and goal-setting, and a great software solution should facilitate that. Account executives need to be able to talk to their managers and other team members to make sure everyone is on the same page. Look for software that includes simple messaging, task assignments or other ways to communicate easily with your team.


Account Transferability

When you have an employee leave the company or onboard someone new, it’s important that you can easily assign that account to a new rep. Look for a system that allows you to grant full transparency to each account and can be assigned to someone new without much hassle.


Simple Integration

You and your team have probably established some online systems and tools that you use already. If you have some tools that you love and want to continue using, like an email marketing software or app, make sure you’re looking at a software solution that allows for integration with those tools. It’ll make the process easier for your whole team, which is the goal. 

You don’t have to scrap everything you’re using right now - just integrate them with something that can work in conjunction with those tools.


Whatever CRM software solution you choose to go with, remember that the goal is to simplify. It should make your work easier, not more complicated. Something with a lot of flash is useless if it’s confusing or includes a ton of features you don’t plan to use. 

Really consider your team’s everyday pain points, and use those to guide you as you compare solutions.

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Written by ShareBuilders