In 2025, small sales teams face increasing pressure to close deals faster, manage customer relationships effectively, and streamline daily workflows without being bogged down by overly complex tools. Customer relationship management (CRM) platforms have become essential for these teams, allowing them to track leads, manage pipelines, automate repetitive tasks, and access insights that drive growth. However, not all CRMs are created equal, and the choice of platform can determine whether a small sales team thrives or struggles.
Among the wide range of CRM options available, Monday.com and Pipedrive stand out as two of the most popular tools for small sales teams. Monday.com is often seen as a flexible work operating system that combines project management with CRM functionality, while Pipedrive is a sales-focused CRM designed specifically for helping teams visualize pipelines and prioritize deals. Both tools have loyal user bases and continue to evolve with the latest AI-powered enhancements and automation trends in 2025.
This article provides a comprehensive comparison of Monday.com and Pipedrive. We will explore their features, pricing, usability, integrations, scalability, customer support, and suitability for small teams and growing businesses. By the end, you will have a clear understanding of which platform best aligns with your sales team’s unique needs and growth ambitions.
CRM Landscape in 2025
Evolution of CRM Software for Small Businesses
CRM software has shifted from being a luxury for large corporations to a necessity for even the smallest sales teams. Cloud-based platforms have democratized CRM access, offering affordable and easy-to-use solutions that don’t require heavy IT infrastructure. For small teams, modern CRMs now combine sales pipeline management with project workflows, communication tools, and automation that help teams do more with fewer resources.
AI has become a game-changer. Predictive analytics now help sales reps identify which leads are most likely to convert, while automated reminders and email follow-ups reduce manual tasks. This evolution allows sales professionals to focus on building relationships rather than chasing administrative details.
CRM Trends in 2025
Several trends shape the CRM space in 2025. AI-powered forecasting enables even small teams to anticipate revenue with greater accuracy. Automation is everywhere—sales reps can set workflows that trigger follow-up emails, assign tasks, or move deals through stages automatically. Mobile-first solutions ensure sales teams can work efficiently on the go, and integrations with tools like Slack, Gmail, and Zoom help centralize workflows.
Another trend is the rise of hybrid CRMs that combine project management and customer management. Platforms like Monday.com exemplify this shift, catering to small teams that juggle multiple responsibilities beyond just sales. Meanwhile, specialized CRMs like Pipedrive double down on being the best at one thing: helping salespeople close more deals.
Monday.com CRM Overview (2025)
Key Features
Monday.com is best known as a work operating system, but its CRM functionality has grown significantly by 2025. It offers customizable pipelines, task management, collaboration tools, and AI-powered workflow automation. Sales teams can create their own pipelines using drag-and-drop boards, making the platform flexible enough to adapt to different industries.
AI plays a bigger role in Monday.com now, suggesting task priorities, predicting delays, and automating reminders for follow-ups. The platform also integrates project management directly with CRM, meaning sales teams can align their deals with marketing campaigns, product launches, or customer onboarding tasks without switching systems.
Pros and Cons of Monday.com
Pros
- Extremely customizable pipelines and workflows
- Combines project management with CRM, ideal for hybrid teams
- AI automation reduces repetitive tasks
- Affordable plans suitable for small businesses
Cons
- Lacks some advanced CRM-specific forecasting tools
- Better for general business workflows than highly specialized sales functions
Pipedrive CRM Overview (2025)
Key Features
Pipedrive is a CRM built by salespeople, for salespeople. Its defining feature is its visual sales pipeline that makes it easy to track deals at a glance. In 2025, Pipedrive has expanded its AI capabilities, offering predictive deal scoring, probability percentages, and automated workflows that help small teams focus on high-value opportunities.
The platform’s reporting and forecasting tools are also strong. Pipedrive provides detailed insights into conversion rates, revenue projections, and individual sales rep performance. Its integrations with communication tools allow teams to automate follow-ups, track email opens, and manage conversations directly inside the CRM.
Pros and Cons of Pipedrive
Pros
- Sales-focused design built specifically for small sales teams
- Simple and intuitive visual pipeline
- AI-assisted deal prioritization boosts productivity
- Strong forecasting and reporting for data-driven decisions
Cons
- Limited project management and collaboration tools compared to Monday.com
- Add-ons for advanced features may increase overall cost
Monday.com vs Pipedrive: Feature Comparison
Sales Pipeline Management
Monday.com offers customizable workflows that can serve as sales pipelines, but its strength lies in flexibility rather than sales specialization. Pipedrive, on the other hand, excels in pipeline visualization. Small teams that want a clear, sales-focused view of where deals stand will likely prefer Pipedrive’s approach.
Automation and AI Tools
Both platforms offer AI-powered automation. Monday.com’s strength is in task and workflow automation that can extend beyond sales into project management. Pipedrive’s AI focuses on sales insights, predicting which deals are most likely to close and suggesting next steps.
Reporting and Analytics
Monday.com’s reporting combines sales metrics with broader project and team analytics. This makes it useful for hybrid teams but less specialized for sales forecasting. Pipedrive provides deeper insights into revenue forecasts and sales performance, which can be critical for growth-focused small businesses.
Collaboration and Team Management
Monday.com shines in collaboration. Its project management DNA makes it ideal for small teams wearing multiple hats, combining communication, task tracking, and sales in one system. Pipedrive offers collaboration features as well, but its focus remains firmly on sales workflows rather than general teamwork.
Comparison Table: Monday.com vs Pipedrive Features (2025)
| Feature | Monday.com CRM 2025 | Pipedrive CRM 2025 |
|---|---|---|
| Sales Pipeline | Customizable workflows | Visual pipeline focus |
| AI-Powered Tools | Task & workflow automation | Deal probability scoring |
| Project Management | Integrated task management | Limited |
| Reporting & Forecasting | Team + sales analytics | Advanced sales forecasting |
| Collaboration | Strong, team-focused | Sales-centric |
| Ease of Use | Beginner-friendly | Sales-focused simplicity |
Pricing Comparison (2025)
Monday.com Pricing
Monday.com offers several plans: Basic, Standard, Pro, and Enterprise. Prices vary by user, but small teams can often get started at under $15 per user per month. The inclusion of project management features in its plans increases overall value for businesses seeking a dual-purpose platform.
Pipedrive Pricing
Pipedrive provides four main plans: Essential, Advanced, Professional, and Enterprise. Prices start low but climb quickly as businesses add advanced automation and reporting features. While still affordable for small teams, Pipedrive can become more expensive if add-ons are required.
Pricing Comparison Table: Monday.com vs Pipedrive (2025)
| Plan Type | Monday.com CRM 2025 | Pipedrive CRM 2025 |
|---|---|---|
| Entry-Level | ~$15/user/month | ~$15/user/month |
| Mid-Tier | ~$30/user/month | ~$30–40/user/month |
| Enterprise | Custom pricing | Custom pricing |
| Free Trial | Yes | Yes |
Usability and User Experience
Monday.com is designed with usability at its core. Its drag-and-drop boards, colorful visuals, and simple automation tools make it highly approachable for non-technical teams. Pipedrive is equally intuitive but in a sales-first way—its pipeline view gives small teams immediate clarity on deal progress.
The learning curve is minimal for both platforms, but Monday.com requires more customization at the start to set up CRM workflows. Pipedrive is ready to use almost immediately, making it attractive for small teams that want to hit the ground running.
Integrations and Ecosystem
Monday.com integrates seamlessly with productivity tools like Google Workspace, Slack, Outlook, and Zoom. It is designed to centralize communication and workflow management. Pipedrive integrates with Gmail, Zapier, Trello, and specialized sales tools like Mailchimp, making it stronger for businesses heavily focused on sales campaigns and lead generation.
Scalability and Flexibility
Monday.com is best for small to mid-sized businesses that need both sales and project management. It scales well, but at very large enterprise levels, it may lack advanced CRM depth. Pipedrive scales effectively for sales teams, offering more advanced features and forecasting as teams grow, though it is less flexible for non-sales activities.
Customer Support and Resources
Monday.com offers 24/7 customer support, video tutorials, and an active community forum. Its onboarding resources are strong, helping small teams quickly learn how to adapt the platform. Pipedrive offers tiered support depending on plan level, including email, chat, and phone support. Its sales-specific documentation and training make it especially valuable for growing sales teams.
Suitability for Different Business Sizes
Startups and Small Teams
Monday.com is highly appealing for startups juggling multiple responsibilities. Its CRM plus project management features make it versatile and cost-effective.
Small to Mid-Sized Sales Teams
Pipedrive is the better choice for small teams laser-focused on closing deals. Its sales pipeline management and forecasting are more advanced, offering clear ROI for sales-driven organizations.
Real-World Case Studies (2025)
Case Study: Startup Using Monday.com
A small SaaS startup adopted Monday.com to manage both its sales pipeline and product development tasks in one platform. Within six months, the startup improved cross-team collaboration and reduced deal closing times by 25%.
Case Study: Small Sales Team Using Pipedrive
A growing e-commerce company implemented Pipedrive to prioritize leads and automate follow-ups. Thanks to AI-driven deal scoring, the team increased lead conversion rates by 30% within three months, allowing them to scale without hiring additional staff.
Final Verdict – Monday.com vs Pipedrive for Small Sales Teams
When to Choose Monday.com
Monday.com is best for small sales teams that also manage projects and need one platform for both CRM and task management. Its ease of use, affordability, and collaborative features make it ideal for startups and hybrid teams.
When to Choose Pipedrive
Pipedrive is the right choice for small sales teams that want a CRM laser-focused on pipelines, sales forecasting, and deal management. If your business prioritizes closing deals efficiently and leveraging AI to improve sales, Pipedrive is a natural fit.
Conclusion
In 2025, both Monday.com and Pipedrive stand out as excellent CRM options for small sales teams, but they serve different purposes. Monday.com offers a flexible, collaborative approach that blends project management with CRM, making it ideal for startups and hybrid teams. Pipedrive focuses solely on sales, providing powerful pipeline visualization, AI-driven insights, and advanced forecasting that help small teams scale efficiently.
The best choice depends on your business goals. If your team values collaboration and multitasking, Monday.com is the better fit. If your team is laser-focused on growing sales and needs advanced forecasting, Pipedrive is the smarter choice. By aligning your CRM decision with your team’s workflow and growth stage, you can ensure long-term success in an increasingly competitive business landscape.
