Best CRMs for 20–50 person sales teams

When you're running a sales team of 20-50 people, staying on top of leads and keeping your pipeline moving is everything.

But without the right tools, things can get messy fast. That's where a strong sales stack makes all the difference.

The right CRM helps your mid-size sales team stay organized, automate follow-ups, and get real-time visibility into deals—so nothing slips through the cracks. In this post, we'll cover the Best CRM options for sales teams, focusing on tools that boost collaboration, streamline your process, and help teams of 20-50 people hit their targets faster.

Why you need a CRM

In a fast-paced sales environment with multiple team members handling hundreds of prospects, a CRM is essential for managing your growing sales team effectively and driving consistent business growth across your entire sales cycle.

Challenges without a CRM

Without the right CRM in place, mid-size sales teams of 20-50 people are likely to experience challenges that can severely impact performance and take your team away from important priorities.

• Disorganization: Without a centralized system, tracking customer interactions across multiple sales reps becomes chaotic and leads to duplicated efforts.
• Missed opportunities: With dozens of team members managing thousands of leads, prospects can fall through the cracks, resulting in significant lost revenue.
• Inefficient processes: Manual data entry and tracking consume valuable time and resources that could be better spent on closing deals.
• Lack of insight: Without proper analytics, it's impossible to measure team performance and identify which sales reps need support or coaching.
• Inconsistent communication: Sales teams of this size may struggle to maintain a consistent message and follow-up cadence across all customer interactions.

Benefits of a CRM

Fortunately, the right CRM can address these challenges for medium-sized sales teams. You can also expect extra benefits that become crucial as you scale.

• Centralized information: All customer data and interactions from your entire 20-50 person team are stored in one place, improving organization and preventing data silos.
• Enhanced efficiency: Automation of repetitive tasks frees up your sales reps' time for more critical revenue-generating activities.
• Improved customer relationships: Better tracking of customer interactions across team members leads to more personalized service and higher close rates.
• Better decision-making: Access to real-time analytics helps sales managers make informed decisions about territory assignments, coaching needs, and resource allocation.
• Increased sales: Streamlined processes and better lead management boost overall team sales performance and individual quota achievement.
• Consistent communication: Ensures your entire sales team delivers a unified message and maintains professional follow-up sequences with prospects.

How to evaluate and choose a CRM

1. Define your requirements

For sales teams of 20-50 people, it's crucial to identify the key features that will drive performance and efficiency at scale. Look for functionalities like advanced lead and contact management, collaborative sales pipeline tracking, bulk task automation, and robust reporting tools that can track individual and team performance. Consider integrations with other tools your team uses, such as email marketing platforms, LinkedIn Sales Navigator, or customer support software. For teams this size, you'll also need user permission controls and territory management capabilities. Tailoring your CRM to fit your sales processes will ensure it meets your growing team's specific needs. Look out for these key features.

Key features of a CRM for sales teams

• Automated processes: Streamlines tasks by automating repetitive workflows across your entire sales team, crucial for maintaining consistency with 20-50 users.
• Contact enrichment: Automatically finds leads and customers email addresses and contact information for your entire team, enhancing efficiency at scale.
• Structured pipeline: Tracks leads and customers through defined stages with clear visibility for sales managers overseeing multiple reps, ensuring process clarity and effectiveness.
• Mail merge and email sequences: Increases communication efficiency with follow-up templates and automated sequences that work consistently across your team.
• LinkedIn connection: Seamlessly imports leads and customers from LinkedIn and tracks conversations within the CRM—essential for teams doing social selling at scale.
• Analytics: Provides essential data analysis and predictive insights for better planning, with team and individual performance tracking for medium-sized sales organizations.

2. Budget considerations

When evaluating CRMs for a team of 20-50 people, balance between cost and return on investment (ROI) becomes critical—your monthly spend can quickly add up. While some CRMs offer extensive features, they may come with a hefty price tag that becomes prohibitive when multiplied by 30-40 users. Consider CRM solutions that offer the essential features for tracking and managing sales activities without unnecessary enterprise-level complexity. For teams your size, assess the potential ROI by considering how the CRM can improve sales efficiency, close rates, and customer satisfaction across your entire organization. Look for transparent pricing without hidden fees for essential integrations.

3. Selection process

Start by researching reputable CRM vendors known for their sales-focused solutions that work well for medium-sized teams. Read reviews specifically from companies with similar team sizes, request demos that show multi-user scenarios, and seek recommendations from other sales leaders managing teams of 20-50 people. Shortlist vendors that align with your requirements and can demonstrate they've successfully implemented solutions for organizations your size. Engage with their sales teams to understand the level of support and training they offer, which becomes crucial for smooth implementation across multiple users and departments.

4. Get a demo

Don't purchase a CRM without trying it out first with multiple team members. Make sure you use free trials or book demos that show how well each CRM integrates with your existing processes and tech stack at scale. Compare features, ease of use, and customer support with scenarios relevant to teams of 20-50 people. Gather feedback from your sales reps, team leads, and managers to ensure the chosen CRM will be adopted smoothly and effectively across different user types. Making an informed decision will set the foundation for improved sales performance and growth. Get started with a demo of folk to see how it can support your growing sales team.

3 tips for implementing a CRM

At this stage, it's time to get your entire 20-50 person team onboard with your new CRM system! To help you make the most out of the implementation process for a team this size, we suggest making sure you tick off these three things during the first couple of weeks with your new CRM.

1. Import your data in your new CRM

Transitioning to a new CRM can be seamless if you import your existing data correctly for all team members. Start by exporting your data as CSV files from your current CRM, ensuring you capture all contacts, deals, and activities from across your team. With 20-50 users, you'll likely have thousands of contacts and hundreds of deals, so this step saves enormous time compared to manual data entry. Plan this migration carefully and consider doing a test import first to ensure data integrity across all your sales territories and team members.

2. Create your first pipeline

Once your data is imported, the next step is to create standardized sales pipelines that work for your entire team. These pipelines should include stages that are relevant to your sales team's process, such as Lead Qualification, Discovery Call, Proposal Sent, Negotiation, and Closed Won/Lost. For teams of 20-50 people, having consistent pipeline stages ensures accurate forecasting and makes it easier for sales managers to coach reps and track progress. Customizing these stages to fit your team's workflow and sales cycle will enhance efficiency and tracking across all territories.

3. Onboard your team

Effective onboarding becomes critical when implementing a CRM across 20-50 users. Ensure that all team members are trained on how to use the CRM, understand its features, and are aware of best practices through structured training sessions. Consider creating different training tracks for sales reps, team leads, and managers since they'll use different features. Regular training sessions, comprehensive onboarding guides, and designated CRM champions can help your entire team quickly adapt to the new system, ensuring consistent adoption and maximum ROI from your CRM investment.

The 5 best CRMs for sales teams

1. folk

folk is the ideal CRM platform for sales teams of 20-50 people, offering the perfect balance of powerful features and ease of use. With customizable pipelines, AI-driven tools, seamless integrations, and transparent pricing, folk CRM scales beautifully with growing sales teams without the complexity of enterprise solutions.

Key features

• Sales cycle and pipeline management: Manage your entire sales cycle on folk with collaborative spaces perfect for teams of 20-50 people to work together and close deals faster with clear visibility across all territories.
• User permissions: Essential for medium-sized teams—have granular control over what each user sees and can edit, perfect for managing different roles from SDRs to sales managers.
• Notes and reminders: Attach collaborative notes directly to contact profiles and assign reminders to specific team members, ensuring seamless handoffs and follow-ups across your growing team.
• Contact enrichment: Automatically enriches contact details by finding emails and LinkedIn URLs for your entire team, enabling efficient outreach at scale without additional per-seat costs for data services.
• Social media integration: Seamlessly import contacts from LinkedIn, Sales Navigator, Instagram, X and more—crucial for teams doing social selling across multiple territories, with templates for quicker, streamlined communication.
• Email integration: Full email sync, templates, and tracking features work seamlessly across your entire team, enabling managers to coach reps and maintain consistency.
• AI-powered features: AI tools assist in managing contacts and relationships, automating routine tasks, and suggesting actions to improve productivity across your entire sales organization.
• Integrations: folk integrates seamlessly with over 6,000 apps, including Gmail, Zapier, and Make, allowing your team to centralize workflows and reduce manual data entry across departments.

Pros

• Ease of use: folk is praised for its intuitive interface, making it accessible for teams of 20-50 people with quick onboarding and minimal training time—crucial for busy sales organizations.
• All-in-one: folk streamlines workflows by combining LinkedIn prospecting, email finding, outreach sequences, and pipeline tracking in one platform, eliminating the need for multiple tools and significantly reducing costs for medium-sized teams.
• Full customization: Perfect for growing teams—customize fields, pipelines, dashboards, automation and workflows to match your specific sales process without requiring developer resources.
• Cost-effective scaling: Transparent pricing that makes sense for teams of 20-50 people, with no hidden fees for essential integrations or contact enrichment—keeping your per-seat costs predictable as you grow.

Cons

• Reporting and analytics: folk includes advanced analytics—pipeline and deal-stage reporting, weighted revenue forecasting, and performance breakdowns by owner, channel, industry, region, or any custom field—plus revenue insights and segmentation for accurate forecasting.

Price and plans

You can try folk for free with a 14-day free trial—perfect for testing with your entire team. After that, monthly or annual subscription plans offer excellent value for medium-sized sales teams:

• Standard: $20 per user, per month—ideal for growing teams of 20-50 people with essential CRM features.
• Premium: $40 per user, per month—perfect for established teams needing advanced automation and integrations.
• Custom: Starts from $60 per user, per month—tailored solutions for teams with specific requirements.

2. HubSpot

HubSpot CRM is a comprehensive platform that can work for sales teams of 20-50 people, though costs can escalate quickly and complexity may overwhelm teams looking for streamlined solutions.

Key features

• Sales Hub: Provides deal tracking, pipeline management, sales automation, and reporting suitable for managing larger sales teams, though can be complex for medium-sized organizations.
• Lead scoring: Prioritize leads with predictive scoring, though setup and customization can be time-intensive for teams of 20-50 people.
• Marketing Hub: Includes email marketing and lead generation tools, but requires additional licensing costs that can add up quickly across medium-sized teams.
• Service Hub: Offers customer service tools, though may be more than needed for purely sales-focused teams.
• Operations Hub: Syncs business processes across systems, but complexity may require dedicated admin resources for proper management.

Pros

• User-friendly Interface: Generally intuitive interface, though can become complex when managing multiple hubs across medium-sized teams.
• Free plan available: Offers a basic free version, though limited to essential features and may not scale well for teams of 20-50 people.
• Comprehensive platform: Integrates marketing, sales, and service tools, though this breadth may be overwhelming for focused sales teams.
• Strong automation: Powerful automation capabilities, though setup complexity increases significantly with team size.
• Good reporting: Solid reporting features, though advanced analytics require higher-tier subscriptions.

Cons

• Expensive at scale: Costs become prohibitive quickly—with 30-50 users, monthly expenses can reach $4,500+ for meaningful functionality.
• Limited customization in lower tiers: Basic plans lack customization options essential for growing sales teams with specific workflows.
• Complex setup: Requires significant time investment and potentially dedicated admin resources for teams of 20-50 people.
• Feature restrictions: Many useful features are locked behind expensive add-ons, making total cost of ownership unpredictable.
• Overkill for pure sales: Marketing and service features may be unnecessary complexity for dedicated sales teams.

Price and plans

HubSpot's sales hub pricing becomes expensive quickly for teams of 20-50 people:

• Starter: $15 per user, per month—limited features for medium-sized teams.
• Professional: $90 per user, per month—$2,700-$4,500/month for teams of 30-50 people.
• Enterprise: $150 per user, per month—$4,500-$7,500/month, often cost-prohibitive for medium-sized sales teams.

3. Pipedrive

Pipedrive is a pipeline-focused CRM that works reasonably well for sales teams of 20-50 people, though it lacks some of the advanced features and integrations that growing teams need.

Key features

• Lead and deal management: Solid pipeline management tools, though lacks advanced features for complex sales processes common in medium-sized organizations.
• Sales automation: Basic workflow automation, though not as sophisticated as solutions designed for teams of 20-50 people.
• Email integration: Standard email sync and templates, though missing advanced sequence features crucial for scaled outreach.
• Reporting and analytics: Basic reporting tools, though limited compared to solutions built for larger team management and forecasting.
• Pipeline customization: Good visual pipeline management, though customization options are more limited than competitors.

Pros

• Intuitive interface: Clean, visual interface that's relatively easy for sales teams to adopt and use daily.
• Pipeline focus: Strong visual pipeline management that helps teams track deals effectively across multiple reps.
• Reasonable pricing: More affordable than enterprise solutions, though costs still add up for teams of 30-50 people.
• Quick setup: Faster implementation compared to more complex CRM platforms.
• Activity tracking: Good activity management features for tracking sales rep performance and coaching.

Cons

• Limited advanced features: Lacks sophisticated automation, AI features, and advanced integrations that growing teams need.
• Basic reporting: Reporting capabilities are insufficient for managing and forecasting across teams of 20-50 people.
• No built-in prospecting: Missing LinkedIn integration and contact enrichment features essential for modern sales teams.
• Limited customization: Fewer customization options compared to more flexible platforms built for growing organizations.
• Integration gaps: Fewer native integrations, requiring additional tools and costs for comprehensive sales stack.

Price and plans

Pipedrive's pricing for teams of 20-50 people:

• Essential plan: $24 per user, per month—$720-$1,200/month for medium teams, but lacks advanced features.
• Advanced plan: $44 per user, per month—$1,320-$2,200/month, getting expensive for the feature set.
• Power plan: $79 per user, per month—$2,370-$3,950/month, approaching enterprise pricing.
• Enterprise plan: $129 per user, per month—$3,870-$6,450/month, very expensive for medium-sized teams.

4. Zoho

Zoho CRM offers extensive customization options that can work for teams of 20-50 people, though the complexity and steep learning curve often make it challenging for sales teams focused on speed and efficiency.

Key features

• Sales automation: Comprehensive automation features, though setup complexity can be overwhelming for medium-sized sales teams seeking quick implementation.
• Extensive customization: Highly customizable platform, though requires significant time investment and technical expertise to configure properly for 20-50 users.
• Multi-channel communication: Integrates various communication channels, though management across multiple users can become complex.
• Zoho ecosystem: Connects with other Zoho products, though this breadth may be unnecessary for focused sales teams.
• Advanced workflows: Powerful workflow capabilities, though configuration requires dedicated admin resources for proper setup and maintenance.

Pros

• Competitive pricing: Reasonable per-user costs, making it affordable for teams of 20-50 people budget-wise.
• Highly customizable: Extensive customization options allow teams to tailor the system to specific needs, though requires significant setup time.
• Comprehensive features: Broad feature set covering multiple business functions beyond just sales CRM.
• Zoho integration: Works well with other Zoho products if your organization uses the entire suite.
• AI capabilities: Zia AI assistant provides intelligent insights, though effectiveness depends on proper configuration.

Cons

• Steep learning curve: Complex interface and extensive features create significant training challenges for teams of 20-50 people.
• Time-intensive setup: Initial configuration requires substantial time investment and often technical expertise not available in medium-sized sales teams.
• Outdated interface: User interface feels dated compared to modern CRM solutions, potentially reducing team adoption rates.
• Performance issues: Can be slow with larger datasets, problematic for active sales teams managing thousands of contacts.
• Limited modern integrations: Fewer integrations with modern sales tools like LinkedIn Sales Navigator compared to specialized sales CRMs.

Price and plans

Zoho's pricing for teams of 20-50 people (free plan limited to 3 users):

• Standard: $20 per user, per month—$600-$1,000/month, but lacks advanced features needed for medium teams.
• Professional: $35 per user, per month—$1,050-$1,750/month for decent functionality.
• Enterprise: $50 per user, per month—$1,500-$2,500/month, reasonable pricing but complex implementation.

5. Salesforce

Salesforce is a powerful enterprise CRM platform that may be overkill for most sales teams of 20-50 people, with complexity and costs that often outweigh the benefits for medium-sized organizations.

Key features

• Enterprise-level functionality: Comprehensive tools designed for large organizations, though complexity often overwhelming for teams of 20-50 people.
• Advanced customization: Extensive customization capabilities, though requires dedicated Salesforce administrators and developers for proper implementation.
• AI-powered insights: Salesforce Einstein provides advanced analytics, though setup and configuration require significant expertise and additional costs.
• Massive integration ecosystem: Thousands of available integrations, though complexity of managing these connections can be prohibitive.
• Scalability: Built for large enterprises, making it unnecessarily complex and expensive for medium-sized sales teams.

Pros

• Industry-leading features: Most comprehensive CRM platform available, though depth may be unnecessary for medium-sized sales teams.
• Unlimited customization: Can be configured for virtually any business process, though requires significant investment in customization and training.
• Robust ecosystem: Extensive marketplace and integration options, though management complexity increases significantly.
• Enterprise scalability: Designed to handle large organizations, though this makes it overkill for teams of 20-50 people.
• Advanced analytics: Powerful reporting and analytics capabilities, though accessing full functionality requires higher-tier plans and expertise.

Cons

• Prohibitively expensive: Costs of $5,000-$16,500+ monthly for teams of 20-50 people make it cost-prohibitive for most medium-sized organizations.
• Extremely complex: Steep learning curve and complex setup require dedicated admin resources and extensive training programs.
• Implementation challenges: Typically requires certified consultants and months of implementation time, adding significant project costs.
• Overkill for most teams: Enterprise features create unnecessary complexity for sales teams that need efficient, straightforward CRM functionality.
• Additional costs: Many essential features require expensive add-ons, making total cost of ownership unpredictable and often excessive.

Price and plans

Salesforce pricing becomes extremely expensive for teams of 20-50 people:

• Starter suite: $25 per user, per month—basic features only, $750-$1,250/month.
• Pro suite: $100 per user, per month—$3,000-$5,000/month for medium teams.
• Enterprise plan: $165 per user, per month—$4,950-$8,250/month, very expensive.
• Unlimited plan: $330 per user, per month—$9,900-$16,500/month, prohibitive for most medium-sized teams.
• Einstein 1 Sales: $500 per user, per month—$15,000-$25,000/month, completely unrealistic for teams this size.

Conclusion

Choosing the best CRM for your sales team of 20-50 people is a critical decision that will significantly impact your organization's efficiency, growth, and bottom line. For medium-sized sales teams, the right CRM needs to strike the perfect balance between powerful functionality and ease of use, while offering transparent pricing that scales reasonably with your team size. Based on our comprehensive analysis, folk CRM emerges as the clear winner for sales teams of 20-50 people. Its intuitive interface ensures rapid adoption across your entire team, while features like LinkedIn integration, contact enrichment, and AI-powered automation provide the sophisticated tools growing sales organizations need. Most importantly, folk's transparent pricing and all-in-one approach eliminates the need for multiple tools, keeping your costs predictable and manageable. While HubSpot offers comprehensive features, its pricing becomes prohibitive at scale, and Pipedrive lacks the advanced capabilities growing teams require. Zoho's complexity creates implementation challenges, and Salesforce is simply overkill for organizations of this size. For sales teams of 20-50 people seeking a CRM that combines ease of use, powerful features, and reasonable pricing, folk CRM stands out as the optimal choice. Start by exploring their 14-day free trial with your entire team to experience firsthand how folk can transform your sales process. Try folk for free here.

Need a helping hand? Use our free tool to find your perfect CRM match.

Frequently Asked Questions

What do high performing sales teams use as a CRM?

High-performing sales teams of 20-50 people typically choose CRMs that balance powerful features with ease of use. folk CRM has become increasingly popular among these teams due to its intuitive interface, LinkedIn integration, and all-in-one approach that eliminates the need for multiple tools. While larger enterprises might use Salesforce, medium-sized sales teams find folk's combination of advanced features and transparent pricing more suitable for their needs and budget constraints.

Do I need a CRM?

Absolutely—especially for sales teams of 20-50 people managing hundreds or thousands of leads and prospects. Without a CRM, your team will struggle with lead tracking, territory management, consistent follow-ups, and performance measurement. A CRM becomes essential when you have multiple sales reps who need to collaborate, share information, and maintain consistent communication with prospects. For teams your size, a CRM like folk is not just helpful—it's critical for maintaining organization and driving predictable revenue growth.

How much does a CRM cost?

CRM costs for teams of 20-50 people vary dramatically, typically ranging from $600 to over $15,000 per month. Folk offers excellent value at $600-$2,000 monthly for teams this size, while HubSpot can cost $2,700-$7,500 monthly and Salesforce often exceeds $10,000 monthly. The key is finding a solution that provides the features you need without paying for enterprise complexity you don't use. Folk's transparent pricing and included features like contact enrichment make it the most cost-effective choice for medium-sized sales teams.

Does folk's CRM respond to sales teams needs?

Yes, folk CRM is specifically designed to meet the needs of growing sales teams like yours. With features like collaborative pipeline management, user permissions for different roles, LinkedIn integration for social selling, and AI-powered contact enrichment, folk addresses the exact challenges faced by teams of 20-50 people. The platform's intuitive design ensures quick adoption across your team, while integrations with over 6,000 apps create a seamless workflow that eliminates the need for multiple tools—making folk the ideal all-in-one solution for medium-sized sales organizations.

FAQ

What is the best CRM for 20–50 person sales teams?

Mid-size teams need simple setup, shared pipelines, automation, email/LinkedIn sync, and permissions. folk matches these, combining prospecting, enrichment, sequences, and reporting with predictable pricing.

How much does a CRM cost for a 20–50 user team?

Expect $600–$2,000/month for tools like folk at 20–50 seats. HubSpot often runs $2,700–$7,500/month. Salesforce commonly exceeds $5,000/month. Compare features vs. per-seat price and required add-ons to assess total cost.

What is the best CRM system for small businesses?

Small teams favor ease of use and low admin. Popular picks include folk (Standard), Pipedrive, and HubSpot Starter. Choose shared pipelines, email sync, basic automation, and clear pricing. Ensure the CRM can scale as the team grows.

What are best practices to implement a CRM with 20–50 users?

Clean and import data, standardize pipeline stages, set roles and permissions, create templates and automations, train by role, pilot with a small group, then roll out and track adoption, data quality, and win rates.