Sales Engagement Platform Evaluation Checklist
The Sales Engagement Platform Evaluation Checklist outlines essential features and use cases for vetting vendors, emphasizing workflow management, scalable personalization, automation and deal administration, coaching and process optimization, and building trust and reliability to effectively support sales teams and enhance engagement.
Sales
Engagement
Checklist
When vetting Sales Engagement platforms, consider what teams you need to support and which use cases you want to address with this technology purchase. Then, use the checklists below to vet vendors. Effective Sales Engagement solutions should support all the use cases and offer all the features shared in these lists.
Use Case Checklist
S.
Provide Workflow Management
Guide producers with established playbooks and sales journeys.
Easily manage and execute workflows from the platform, inbox, or CRM.
Alert sellers when to take action with lead-scoring, engagement notifications, or pre-scheduled tasks.
Support Personalization at Scale
Personalize written communication with dynamic tags.
Access data from a variety of sources in a single pane of glass to tailor messaging, embedded videos, links, or attachments.
Communicate with leads in their preferred channel with engagement tracking and channel-based opt-ins.
Offer Automation and Deal Administration
Automatically log multi-channel tasks (email, phone, and more) and record notes.
Manage contact, opportunity, and account information from a single platform.
Log all seller activities and buyer engagement data by contact and account and sync across all integrated systems, including your CRM.
Empower Coaching and Process Optimization
Securely record and transcribe every virtual meeting (with client consent), take in-call notes for follow-up and share entire calls or snippets with internal teams and/or clients.
Playback calls at fast speed and skip to key topic areas to look for opportunities to coach teams and/or share best practices.
Help you easily view all active calls, listen in to live conversations, let you join calls, and offer whisper guidance in real-time.
Allow sellers to ask for help or add internal subject matter experts to live calls with ease.
Build Trust and Reliability
Track contact preferences across all channels to comply with GDPR, CCPA, and other regional regulations.
Consider factors like security, uptime, deliverability, and quality of service.
Sales
Engagement
Feature
Checklist
at Scale
| Support Personalization at Scale | Rep Activity Channels | Governance and Compliance | |||
|---|---|---|---|---|---|
| Workflow management | Guided selling | Channel-specific DNC | |||
| Automation rules | Sales email | Recording governance | |||
| Buyer journeys/cadences | Calendaring | Team settings and access control | |||
| Engagement and activity tracking | Dialer | ||||
| Analytics and live feeds | Texting | ||||
| Lead scoring and routing | Social selling | ||||
| Data sync across all systems | |||||
| Quota and Forecasting | Coaching | ||||
| Attainment tracking | Live call oversight | ||||
| Pipeline health and gap analysis | On-demand coaching playlists | ||||
| Individual deal health and strategy | Call recording and meeting capture | ||||
| Conversation Intelligence | |||||
| Transcription and conversation analysis |
S.