With competition growing so quickly and constantly, not having effective sales and distribution management software (SDMS) is no longer an option. Companies in many industries must now find ways to become more efficient, deliver what customers expect and raise their profits. By selecting a suitable sales management software, you can align your sales methods, effectively manage your inventory, and achieve ongoing business growth.
With numerous options available, how can you determine which one best suits your needs?
Understand Your Business Needs First
Set aside a moment to map the way your business operates before exploring products or talking to vendors. Are you a wholesale distributor, a field sales team, or a business that manages multiple sales channels? Different scenarios, therefore, require different levels of flexibility and various features.
Key questions to ask yourself:
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What are our biggest pain points in sales and distribution today?
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Which departments will use the software?
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Are we looking for better inventory tracking, real-time sales data, mobile capabilities, or integration with existing ERP or accounting tools?
Having clear answers helps filter out options that look good on paper but fail to meet your specific requirements.
Must-Have Features in Sales and Distribution Software
Once you’ve identified your needs, focus on core features that deliver value and scalability.
1. Real-Time Data Access
Your team should have access to real-time inventory levels, sales transactions, and customer data. This transparency enables faster decision-making and more responsive customer service.
Customer details, product information, pricing, and taxes are all managed within the ERP system. With the click of a button, any changes made are automatically synced to the Solid Route Accounting server and subsequently to mobile devices. Additionally, the system automatically keeps track of inventory. As transactions are completed in Solid Sales Pro™, the local warehouse inventory is updated, and the ERP is updated during synchronization.
2. Mobile Sales Enablement
Today’s sales representatives need tools that are accessible on the go. Look for order management systems that enable invoicing, customer order entry, and customer management directly from a smartphone or tablet. Offline capabilities are a plus for teams working in areas with limited connectivity.
Solid Route Accounting™ and its mobile sales app, Solid Sales Pro™, are designed to streamline your mobile sales operations. It ensures your mobile sales staff move quickly through customer transactions with accurate pricing, invoicing, signature capture, product sales and orders, returns, inventory management, and photo documentation.
3. Inventory and Order Management
Efficient order processing and inventory tracking are crucial for preventing stockouts, overstocking, and lost sales. Your inventory and distribution software should automatically sync stock levels and allow for multi-warehouse or location-based management.
Solid Route Accounting offers a variety of features that enhance your distribution business. One key feature is the Mobile On Hand Stock Report, which provides the quantities available for the specific cost center linked to the mobile device. Additionally, the Multi-Location Inventory Control feature enables inventory tracking across multiple fixed and mobile locations.
4. Integration With Existing Systems
Your distribution management system should integrate seamlessly with your existing ERP, CRM, or accounting platforms. Seamless integration reduces manual entry, minimizes errors, and ensures consistent data across all departments.
Solid Route Accounting™ offers smooth and efficient integrations with leading ERP systems, including QuickBooks, Sage 100, and SYSPRO, ensuring seamless connectivity for enhanced business operations.
5. Reporting and Analytics
Look for reporting tools that empower managers to effectively monitor key performance indicators (KPIs), gain insights into performance, and uncover crucial trends and patterns. These tools are essential for informed decision-making and driving organizational success.
Solid Route Accounting™ provides managers with valuable insights through a set of specialized reports, including the detailed Stop Analysis Report and the comprehensive Trip Report. The Stop Analysis Report gives supervisors an overview of their route salespeople's activities. Meanwhile, the Trip Report enables you to generate a map that shows where a salesperson has travelled and the transactions made along the way.
Evaluate Usability and User Experience
A robust system is only as good as its adoption rate. Select software that provides an intuitive user interface, easy navigation, and minimal training requirements. Involve actual end users in the demo process to gather feedback and assess usability.
Additionally, consider vendor support and training resources. Is there onboarding help? Do they offer customer service when you need it most?
Consider Industry-Specific Solutions
While many SDMS platforms market themselves as "one-size-fits-all," specialized industries benefit from tailored features that cater to their specific needs. For example, food and beverage distributors may require lot tracking, expiration date management, and route accounting. Fashion wholesalers may require seasonal forecasting and style, colour, and size inventory structures.
Selecting a provider with in-depth knowledge in your industry can significantly reduce your learning curve and increase your return on investment (ROI).
Scalability and Future-Readiness
Besides meeting your current needs, your software should grow as your company grows. That flexibility should allow it to back your choice of new markets, hiring extra salespeople or launching new lines of products.
Platforms hosted in the cloud have a clear benefit: they receive regular updates, require little maintenance, and can be accessed from anywhere.
Total Cost of Ownership (TCO)
Beyond upfront licensing fees, consider the total cost of ownership:
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Implementation and training
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Customization
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Ongoing support
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Hardware (if required)
A low initial price might mask high long-term costs. Evaluate ROI by weighing total expenses against potential productivity gains and cost savings.
The Bottom Line
Choosing the right sales and distribution management software is a high-stakes decision with long-term implications. It should enhance—not complicate—your day-to-day operations while offering the flexibility to adapt as your business evolves.
Why Solid Innovation® Is a Trusted Partner
When you’re seeking a reliable, easy-to-use and distributor-specific solution, Solid Innovation®’s groundbreaking products have contributed significantly to successful company growth for many organizations. With easy-to-use ERP, mobile sales tools and strong industry knowledge, our team is here to support your business as you grow.