2 min read

Why Sales Teams Suffer From Cobbled Tech Stacks And How To Fix It

Growing tech companies often invest in technology as needed, adding to their hodge-podge of tools for each new use case; they build their tech stack this way primarily to keep costs low. While this may help them get off the ground, they will eventually find themselves with a cobbled stack of systems that hampers ROI and growth potential. 

Using disparate tools disrupts focus and creates friction in task workflows, which can sap as much as 40% of employee productivity. This is because employees must use one tool to find needed data, copy it into another tool to prepare and organize it, then put it into another tool to use it, and possibly even record notes in yet another. In fact, according to HubSpot's research, 88% of people surveyed are using up to 10 tools and lose as much as 5 hours a week just switching between software tools. 

Additionally, these tools often create integration headaches and data misalignment. Without organized data, your team will not wholly understand customers or the insights about leads you need to succeed. A poorly integrated system can also lead to botched marketing-to-sales handoffs. Teams often try to address this manually - 46% of employees say they spend more time preparing and segmenting data than any other task - but the opportunity costs of that time, delays, and mistakes will inevitably impact the customer experience. 

The extra work created by cobbled systems and misaligned data means that most salespeople only spend about one-third of their time selling. The majority of their time is spent on tasks that could be automated - writing emails, data entry, prospecting, and scheduling meetings. 18% of sales leaders say this has caused them to lose opportunities and negatively impacts revenue. 

What these sales teams need to succeed is an all-in-one solution. A single source of truth for customer data drives connected customer experiences more consistently across the lifecycle due to better handoffs from marketing and having insights about prospects readily available. Additionally, a robust CRM creates more sales opportunities by automating routine sales tasks and allowing salespeople to spend most of their time selling. 

LTMG is a HubSpot Solutions Partner because it is both easy to use and offers a complete stack of tools in a single platform. Sales teams can be easily trained and onboarded, their non-sales tasks automated, achieve complete visibility into their prospects and provide robust reporting. Additionally, they will have total alignment with marketing teams for seamless handoff, follow-up, and opportunity creation. Your salespeople will love being able to sell without bouncing between disconnected tools and juggling separate, full-time admin work. 

The conclusion is simple: once you've grown enough that your basket of tech tools starts causing headaches, it is time to invest in a mature solution that serves your business needs. A single, integrated tech solution will allow your sales team more time for sales activity, resulting in more sales opportunities, a higher conversion rate, and more deals closed. 

If you'd like to discuss how you can grow your business with HubSpot, schedule a call with Cathy here.