The modern sales team is expected to work smarter, move faster, and deliver results in increasingly competitive markets. From managing leads and tracking pipelines to automating outreach and analysing performance, today’s sales professionals rely on a variety of tools to stay productive. Platforms like Salesforce, HubSpot CRM, Pipedrive, and Zoho CRM are widely used to support these goals.
But while these tools serve as powerful foundations, they aren’t always a perfect fit. If your team is constantly battling with limitations or working around features that don’t quite suit your sales process, it might be time to explore a more tailored approach.
Salesforce – The Industry Standard CRM
Salesforce is the global leader in CRM platforms, offering extensive capabilities in sales automation, customer tracking, lead scoring, and reporting. Features include:
- Advanced sales pipeline and opportunity management
- Customisable dashboards and forecasting tools
- Integration with marketing, support, and ERP systems
- AI-powered lead insights with Salesforce Einstein
- A vast ecosystem of apps and add-ons via AppExchange
Salesforce is ideal for mid-to-large enterprises seeking robust functionality and scalability across departments.
Limitations:
Its strength in features can also be a weakness—Salesforce is often seen as overly complex, requiring significant configuration and dedicated administrators. Licensing costs can scale quickly, and businesses with simpler workflows may find it bloated for their needs.
HubSpot CRM – Easy to Use and Free to Start
HubSpot CRM is a popular choice for small to medium businesses looking for an easy-to-use, low-barrier entry into sales automation. Features include:
- Contact and deal tracking
- Email integration and activity logging
- Sales automation with workflows and sequences
- Reporting and sales analytics
- Seamless integration with HubSpot’s marketing and service tools
Its clean interface and free core offering make HubSpot especially attractive to growing teams.
Limitations:
As teams scale or require more customisation, they may find HubSpot’s free version limited and its paid tiers relatively expensive. More advanced sales operations may struggle with the platform’s rigidity in data modelling and complex automation needs.
Pipedrive – Visual Sales Pipeline Management
Pipedrive is built around ease of use and visualising deal progress. It’s particularly well-suited to small sales teams with straightforward pipelines. Key features include:
- Drag-and-drop pipeline view
- Email and call tracking
- Custom fields and sales reporting
- Activity reminders and goal tracking
- Integrations with Google Workspace, Mailchimp, and more
Limitations:
Pipedrive’s simplicity is a double-edged sword—more complex organisations may find it lacks the depth and customisability required for nuanced workflows, territory management, or enterprise sales processes.
Zoho CRM – Modular, Flexible and Budget-Friendly
Zoho CRM is a modular CRM system that offers flexibility across industries and use cases. Features include:
- Lead scoring, workflow automation, and analytics
- Multi-channel engagement (email, phone, live chat, social)
- Integration with the broader Zoho ecosystem (Zoho Books, Campaigns, etc.)
- AI-powered sales assistant (Zia)
- Custom modules and API access
Zoho is a solid middle-ground choice for teams that need more control without the cost of larger enterprise platforms.
Limitations:
While feature-rich, Zoho can be tricky to set up and customise without technical help. Its user interface isn’t as polished as competitors’, and integration with third-party apps outside the Zoho ecosystem may require workarounds or custom development.
When Off-the-Shelf CRMs Fall Short
CRMs like Salesforce, HubSpot, Pipedrive and Zoho offer great functionality out of the box—but what happens when your sales strategy doesn’t fit neatly into a pre-defined system?
Here are some signs that you’ve outgrown generic CRMs:
- Sales processes that don’t match standard pipeline models
- Reports that don’t reflect your KPIs or decision-making needs
- Friction in integrating with other business systems (e.g., ERP, logistics, finance)
- Limited customisation without resorting to costly plug-ins or developers
- Data silos caused by using multiple disconnected tools
When your sales process is truly unique—or when your tools feel like they’re dictating how you work—it’s time to consider something purpose-built.
Shoothill: Bespoke CRM and Sales Platforms Designed Around Your Team
At Shoothill, we build custom software for sales teams who are ready to operate on their terms. Whether you’re a rapidly growing SME or a large enterprise with specialised needs, we create tailored systems that integrate deeply with your operations, automate the right things, and give your sales team the freedom to focus on selling.
Our custom sales solutions can:
- Mirror your exact pipeline, no compromises
- Connect with your existing systems and data sources
- Automate complex, multi-stage sales and approval processes
- Provide reporting and dashboards built to your business metrics
- Scale seamlessly as your team and market presence grow
Your Sales Team Deserves More Than a Generic Tool
You shouldn’t have to twist your process to fit your CRM. Whether your team works in B2B enterprise sales, high-volume transactions, or complex bid management, your tools should be designed around your workflow, your customers, and your goals.
Talk to Shoothill today to learn how a bespoke CRM or sales enablement platform could drive your business forward with less friction and greater control.
