Your sales engine – just like a real engine – can only run when the correct components are in place and functioning. In the sales world, sourcing and implementing the right sales tools is a key part of remaining competitive. Sales tools are diverse and come in many different forms. They can be as simple as role-playing exercises or pieces of collateral — but they can also be as complex as a new CRM, presentation tool or performance measurement system.

Do you need a new sales tool? Which is the right one to choose? How and when should you introduce it? It’s all covered in this four-part guide.

First Things First: Do You Need a New Sales Tool? 6 Signs You Do

Do any of the following scenarios apply to your business or sales team? If so, it’s likely time for a new tool.

1. New growth: A new tool might be necessary when a business expands by developing a new product, entering a different market, or growing beyond its original parameters.

2. Lack of growth: Stagnating sales can indicate the need to drive more internal engagement and accountability. This likely requires a change in some of the tools, processes, and technologies you employ.

3. Poor morale or frustration in the sales team: Confidence, enthusiasm or discipline can unravel when team members feel that they are ill equipped or do not have the resources necessary for success.

4. A current tool has become out-dated: Tools and processes become obsolete as circumstances change and new tools emerge.

5. An industry innovation has become unavoidable: Some emerging tools, such as email in the 1990s, become so universal that they simply must be adopted.

6. Competitors have benefited from a new tool: When industry competitors gain an advantage after adopting a new tool, that tool – or others like it – is worth your consideration.

You Need a New Tool. What Next?

Once you’ve identified the need for a new tool, you must determine if it will be a good fit for your sales team. It’s vital to consider the tool in the context of your team to ensure ROI on your investment. Otherwise, you may end up with a tool that is under-used or misused.

1. Revisit the business’ strategic plan: Map all the current initiatives at your organization and confirm if the new tool will serve your sales team, as well as the company’s short and long-term goals. If the tool aligns with the strategic plan, proceed to step two. This step helps you to ensure that you understand the criteria by which you should select a tool.

2. Asses your resources: Determine if your firm has the time and resources required for implementation. Only proceed once you have confirmation.

3. Delegate a measurement person: Ensure that someone is accountable to implement a measurement structure in a timely fashion, in order to analyze the impact of the new tool.

Your sales engine can only run optimally when all the right components are in place. If you’ve identified the need for a tool, and your organization is ready and able to source and implement one, you have the green light to proceed. It’s time to consult your vendors and other resources. In part two of this guide, you’ll learn how to source the sales tools that are right for your company.