The Ultimate Sales Tech Stack for Field Salespeople

You may be thinking that putting together a sales tech stack is all about finding and selecting the best sales tools and implementing them across your sales team.

While that’s certainly important, the real challenge lies in maintaining and keeping your stack up to date - something many sales teams struggle with. 

Technology as we know is developing at breakneck speed and with new tools constantly coming on stream, as well as older ones continuously being updated, staying on top of these changes is essential if you are to stay competitive.

I’ve taken a deep dive into the most popular field sales software reps are using today - researching the best tools on the market while also speaking with different sales teams to explore what’s working for them in their tech stacks, and what’s not. 

Questions you should ask when building your Sales Tech Stack

It’s no use going out and paying for the ten best rated sales tools and telling your team to start using them. It’s important you approach your tech stack in a rational way, understanding your needs and how best you can serve them.

These are some of the questions you should be asking before investing in new field sales software. 

What field sales software is currently in your tech stack?

You may already have a number of sales software in your tech stack. If that’s the case, it would be wise to take stock of every piece of technology you’re using and assess its value. You might discover that you're spending an exorbitant amount of money for a tool that, although used regularly, isn’t providing tangible value in terms of your team’s profits. If your technology stack isn't helping your team reach its full potential, it's time for a thorough evaluation. 

This means taking a close look at each tool you're currently using and determining its actual value. 

It's essential to identify these underperforming tools and consider replacing them with more effective and cost-efficient alternatives that can actively drive sales and boost your team's overall success.

What are your primary sales objectives?

As I’ve already alluded to, your sales tech stack should be fluid and ever-changing. Some tools you will always keep of course, but others can be used and discarded as needed. 

Maybe this year you are really focused on bringing in new leads. If that’s the case, a best-in-class lead generation tool would be what you are looking for. Maybe next year you will not be so interested in acquiring new leads and want to put more of an effort into nurturing existing clients. There are tools that can help you with that also. Other objectives, like spending less time on the road, can be addressed with route optimization software that could become a tool you use on a daily basis. 

There are sales tools that can help with almost every aspect of the sales process, from pitching to closing to everything in between. Understanding your team's overall sales objectives will allow you to identify the exact tools needed to achieve them. 

Where is your sales team suffering?

Are you drowning in paperwork? Or maybe you are struggling to communicate effectively with other sales reps. There are a multitude of different reasons why sales teams can falter. Identifying the pain points within your sales team is the first step toward improvement. 

By addressing inefficiencies you can create a high-performing sales team that consistently meets and exceeds targets.

Will these tools make a difference?

When you start researching tools for your tech stack, you may start to see use cases for them all. Nearly every tool claims to boost efficiency, streamline processes, increase productivity, help you reduce costs, etc etc. But will they really make a difference for your business?

You may be determined to adopt a sales tool simply because you’ve seen it work wonders for another sales team. Before you commit, it’s crucial to take a step back and evaluate whether it’s the right fit for your team, considering their specific needs, workflows, and challenges.

Your team’s structure, the complexity of your sales cycle, the level of technical expertise among your reps, and even your company’s existing tech stack all play a role in determining whether a particular tool will truly add value, or just create more friction.

How easily do they integrate with each other?

This is another important question you should be asking yourself. When you can integrate tools such as your CRM and your email automation software, you eliminate unnecessary administrative work and reduce the risk of errors caused by manual data entry. 

Without proper integration, you could find yourself constantly switching between platforms, duplicating efforts, and wasting valuable time trying to piece together information from different sources. 

This can slow down your processes drastically, leading to increased costs and wasted opportunities. 

Steve Benson, the CEO of Badger Maps, sees integrations as an integral part of the success of field sales teams - 

"I'm seeing more and more field sales teams customizing their CRM experiences with specific applications and add-on's. They will use these to enhance the core CRM experience, and make it better for their specific go to market strategies and needs. The ecosystem of apps around CRM's is allowing specific users to get exactly what they want out of their CRM for their individual use case. For example at our company, Badger Maps, we enable CRM's to be more useful to field sales people. We connect with the CRM, and give the field sales reps an interface that is useful for getting things done with their time in the field."

Back to Top ↑

Choosing your Sales Tech Stack

Let me dive into the list so you can start building your own sales tech stack.

CRM (Customer Relationship Management)

HubSpot

Price: Starter - $15/user/mo, Professional - $90/user/mo, Enterprise - $150/user/mo

Capterra Rating: 4.5

Get it: Android | iOS  

HubSpot's CRM offers a unique integration of inbound marketing and sales tools all under one platform, making it easy for field sales teams to nurture leads and boost conversions. Trusted by over 248,000+ businesses in more than 135 countries, HubSpot is a leader in the space and one of the best CRM software available.

Best Features: 

• Contact management: Organize, track, and maintain relationships with your customers in a centralized database, helping you stay up-to-date with their needs. 
• Lead nurturing: You can automate follow-ups, segment leads, and tailor content to specific buyer personas, allowing for personalized communication at scale.
• Meeting scheduler: Allows prospects to book appointments directly with your sales team, eliminating back-and-forth emails. Sync seamlessly with Google Calendar and Outlook, ensuring real-time availability and a frictionless booking experience.

• Reporting and analytics: Easily monitor performance, track KPIs, and optimize your sales campaigns for better results.

• Integrations: Integrate with over 1,000 apps and platforms, making it an incredibly versatile tool for field sales reps. Integrations include Salesforce, Gmail, Outlook, Slack, Zoom, Badger Maps, Zapier, and much more.

What Customers Say - 

“HubSpot CRM has been providing impeccable services that have helped streamline our admissions. It makes it easy to communicate with our prospective customers. HubSpot CRM also provides very important insights that allows us to improve our relationship with our prospect students.”

Lead Generation & Prospecting

Cognism

Price: Contact for pricing information

Capterra Rating: 4.7

Cognism is one of the best lead generation and prospecting tools available on the market today. By supplying you with phone numbers and B2B emails of your prospects, you can connect directly with the people you want to do business with. With modern and state-of-the-art technology, full GDPR compliance, and seamless CRM integrations, Cognism is the ideal choice for field salespeople looking to grow their customer base.

Best Features: 

• Verified B2B Mobile Data: Cognism’s Diamond Data® feature boasts an impressive 98% accuracy rate, with the mobile numbers you collect cleaned against global DNC (do not call) lists, ensuring the people you call are open and willing to talk to you.
• Lead Enrichment: Enhance the existing information you have on your leads with data such as prospect demographics, their interests, and their motivations available to you.
• Chrome Extension for LinkedIn Navigator: Easily find prospects' contact information while browsing LinkedIn. Create customizable lists that can be exported in bulk, saving you time from manually adding data to your customer database.

What Customers Say - 

“Six months in, Cognism has become essential for our team. We used it to boost our lead quality - especially to find decision-makers we wouldn’t have known existed otherwise. We’ve been able to integrate it with HubSpot, which is great, though we do miss a list-building feature there. Thanks to Cognism, we’re reaching more relevant leads, have booked multiple sales meetings, and we’re actually about to close a big deal!”

Route Planning & Territory Management

Badger Maps

Price: Business - $58/user/mo, Enterprise - $95/user/mo (Free 7-day trial) 

Capterra Rating: 4.7

Get it: Android | iOS

Badger Maps is a field sales solution that includes route planning, territory management, and lead generation capabilities. 

With Badger Maps, you can automatically plan, route, and maximize your time in the field, cutting down driving time by 20%. It helps you save time on your daily planning, maintain better relationships with customers, and be more productive.

You can take your long customer list and turn it into a drivable, optimized route, something you can’t do with Google Maps. Adding Badger Maps to your field sales tech stack will help you save money on gas and meet with more customers than you normally would.

Best Features: 

• Route planning: Cut your planning time in half and drive 20% fewer miles with routes that have up to 100+ stops. Integrate with CarPlay, ensuring you can see your routes in your car and never be late for another meeting.
• Territory management: Create fair and well-aligned territories to eliminate overlap, minimize drive time, and ensure optimal coverage for your team. 
• Leverage your customer data in the field: Access & edit customer details on the go. You can automatically sync with your CRM, track mileage, and generate reports on your field activity.
• Lead generation: Search for new prospects using keywords like industry, business name, and product type to find your ideal leads. You can add new leads instantly to your interactive map and create routes to them.

What Customers Say - 

“It was very easy to upload all my accounts from an excel spreadsheet. It imported all the important information that I needed to make a successful call. I’m a visual person so having the pins on the map helps me tremendously. I have just moved into the state that I’m working in, so I am very unfamiliar with the territory, but this app has saved me! I needed help so I emailed customer service and they responded very quickly and very friendly!”

Sales Engagement & Outreach

Salesloft

Price: Contact for pricing information

Capterra Rating: 4.3

Get it: Android | iOS

SalesLoft is a sales engagement and outreach platform that helps field sales teams automate and optimize their outreach across multiple channels including email, phone, and social media. Features such as personalized cadences and pipeline management, when combined with robust analytics and CRM integrations, can enable reps to engage prospects more effectively and close deals faster.

Best Features: 

• Cadences: Create a structured sequence of touchpoints - such as emails, calls, and social interactions - to engage prospects consistently and efficiently, aligning with your sales process.
• Conversation intelligence: Transcribe, analyze, and summarize every sales conversation you engage in, no matter what the channel. You can track specific keywords or phrases to speed up your processes.
• Pipeline management: Shared dashboards and customizable views of your sales data can foster a collaborative and more productive environment within your sales organization. 

What Customers Say - 

“What I mostly love about Salesloft is that it is really easy to use, and that it helps me target and follow up with more customers giving automated emails a personalized approach. Which helps me get more responses. I also love that I can sync it to my Gmail, Hubspot and Seamless AI.”

Communication & Collaboration

Slack

Price: Free, Pro - $8.75/mo, Business+ - $15.00, Enterprise Grid - contact sales

Capterra Rating: 4.7

Get it: Android | iOS

Slack is a powerful communication and collaboration platform that has revolutionized the way field sales teams and businesses interact. With real-time messaging, file sharing, and seamless integration with your other sales tech, you can easily stay connected and aligned with your team while out in the field. 

Best Features: 

• Channels: A space where you can store your day-to-day conversations with team members. You can set clear topics and descriptions to each thread ensuring everybody is aligned on different projects. 
• Connect: Seamlessly connect and converse with organizations outside of your workplace, moving the conversation out of long email threads for faster, more organized, and transparent communication.
• Huddle: Connect over audio or video with other team members right in Slack. Share your screen so you can get your message across virtually.

What Customers Say - 

¨I appreciate the ability to create multiple groups, which helps organize communication effectively. Additionally, I find the huddle feature particularly useful; its informal nature allows for quick, one to one interactions that can resolve issues more efficiently than text messages. Often, textual communication can lead to misunderstandings due to lack of context or misconstrued tone, but initiating a brief huddle can swiftly address these problems.¨

E-Signatures

Xodo Sign

Price: Free version, Basic - $9.99/mo, Professional - $39.99/mo, Professional Plus - $99.99/mo

Capterra Rating: 4.8

Xodo Sign, formerly known as Eversign, is an innovative and versatile cloud-based digital E-signature platform that allows you to sign, send, and manage online documents in the field on your mobile device. This will not only help you improve efficiency and reduce paperwork, it will provide you with a secure and legally compliant approach to handling important documents.

Best Features: 

• Electronic signatures: You can get your customers to draw their signature, type it, upload an existing one, or even have one generated for them.
• Document editor: Upload and edit PDF documents with the straightforward editor.
• Legal validity: eSignatures come with the highest level of compliance, meeting security and authentication requirements that are set out by the leading worldwide authorities.
• Security: Documents are stored on a secure and encrypted cloud infrastructure, and you can also schedule documents to auto-expire after a certain time period.

What Customers Say - 

“I highly recommend Xodo Sign for its exceptional security, user-friendly interface, and seamless cross-platform functionality. It ensures data integrity with robust encryption and compliance with industry standards. The intuitive design simplifies document management and electronic signatures, while real-time collaboration features boost productivity. Xodo Sign consistently delivers reliable performance, making it an indispensable tool for professionals requiring secure and efficient document handling.”

Sales Enablement

Seismic

Price: Contact for pricing information

Capterra Rating: 4.6

Get it: Android |  iOS

Seismic is a powerful sales enablement platform that serves as a centralized hub for all your sales content. Crafting compelling materials is essential to help you convert prospects into paying customers, and Seismic streamlines this process by automating content creation. 

Best Features: 

• Content automation: Create, customize, and distribute sales and marketing materials at scale and enter every sales meeting fully prepared with personalized customer information.
• Training and coaching: Interactive sales courses that simulate real-life sales scenarios can prepare you for the real deal with role-plays and video recordings. 
• Analytics: Understand how your sales content is performing and which materials resonate best with prospects with real-time data.

What Customers Say - 

¨I liked the simplicity of Seismic, it provides a colorful display of data and graphs. Seismic’s detailed breakdown of the content and achievements of each marketing channel independently is great, it allows us to learn a lot and keep comparing between channels and understand the differences better. I liked how Seismic allows us to delve deeper into the details of any marketing channel to know the actual conversion volume, and extract comprehensive data that shows how successful or unsuccessful it is in motivating customers.¨

Final thoughts on building your sales tech stack

I’ve tried to give you a rundown of the tools you need as a field sales rep to build your tech stack. You may not need all of the tools on this list. You may need one or two more, or less. These are the field sales tools I know personally have worked for sales reps, often by using them together through effective integrations. 

Good luck to you as you try to build your own field sales tech stack!

Back to Top ↑