Are your sales activity tracking tools delivering useful data that your team can actually use to measure performance, or, better yet, gain insight into your customer’s greatest needs? In today’s fast-paced and ever-changing market, second-guessing these things puts you at risk of being left in the dust.
With effective sales tracking, you can watch your bottom line grow as you close more deals, reduce churn, and add more customers to your sales funnel.
Table of Contents
- The Importance of Tracking Sales Activity
- Types of Sales Data
- Sales Activity Tracking Essentials
- Turn Your Data Into Sales
- Tracking Sales Activity in Sales & Success Center
- Sales Task Management in Sales & Success Center
The Importance of Tracking Sales Activity
Tracking is a crucial step in the sales process, but the concept isn’t just limited to sales.
When someone is dieting, they keep a close watch on the food they eat, with some dedicated dieters counting their intake down to the calorie. When saving for a winter vacation, you track your spending habits, and commit to setting aside funds from each paycheck. Some people have even committed to recording how long they sleep at night, and as a result have adjusted their lifestyles to accommodate more of it. Side note: more naps are never a bad thing!
Tracking the progress of your sales team is no exception, as it has become a powerful way to show whether or not you’re seeing results. The big picture of the sales journey can be intimidating, but an effective sales activity tracker will help you dial in on the details. Things like individual salesperson performance, the number of prospects in your sales funnel, and managing daily tasks are all essential components of a successful sales strategy.
Types of Data
There are two types of data that can be used effectively in sales activity tracking. When used together, quantitative and qualitative data will provide your sales team with a complete picture of your sales activity as opposed to using one on its own.
Quantitative data is focused on raw data. It explained the "what" down to the numbers, and is completely unbiased. A few examples include:
- Average amount of time spent per lead
- How many closes your team made last month
- Where your leads are coming from
Qualitative data is more subjective, and therefore gives more meaning and context to the raw qualitative data. It explains the "why" and the "how," but is much more difficult to collect.
A few examples include:
- Why people want to buy your products
- How well your salesperson performed
- What your clients are objecting to
Using both quantitative and qualitative data is an incredibly effective way to track your sales activity. By doing so, you can keep a watchful eye on the ‘what,’ the ‘why,’ and the ‘how’ of every aspect of your sales journey.
Sales Activity Tracking Essentials
Sales tracking is a journey, and to do so effectively, you need to know how.
1. Be Consistent.
When tracking sales activity within your organization, set a standard for your team. What data are you collecting? How often are you updating it? Recording consistent data frees up valuable time for your salespeople to spend more time prospecting and less time feeling lost. How can you expect anyone understand your data if no one is speaking the same language?
Consistency helps with onboarding new hires too. Even the most talented sales reps need time to understand your company’s specific sales process, and a consistent set of standards will greatly assist with that.
2. Be Accurate.
Your sales tracking data is only going to be as good as it is accurate. It is recommended that your salespeople set aside 30 minutes to record data after a pivotal sales conversation. That may seem like overkill, but remember that you’re collecting complex data, and it is necessary to make sure your data is complete.
Accurate data tracking can show you where you are thriving, and where you need to make improvements.
3. Be Unbiased.
One of the most powerful things you can do with your sales data is to look at it as if you were an outsider. Where are your wins? What are your pain points? Is there anything your team can be doing better? Many organizations get caught up in pulling what they want from their data, because it makes them feel good. It is okay to admit where you’re failing! Just be sure to take the necessary steps to correct it.
Use your data to convert leads, fill the sales funnel and steer your sales team in the right direction.
Turn Your Data Into Sales
Once you’ve collected all of this relevant data, where do you start? When done right, sales data tracking can provide valuable insight into your sales process and the key metrics needed to help your team convert more leads. When not done right, tracking data can feel like a waste of time and can quickly become overwhelming.
It’s important to understand not only what to record, but how to actually use the data you’ve been tracking. A proper sales CRM software will provide you with relevant insights into what’s working, and what’s not. An effective sales activity tracker helps to track performance over time, and provide tangible proof of the processes and procedures that are actually working.
Use the data you collect to help form specific goals for your sales team. Some examples of things you can track are:
- When can you expect to close a specific deal?
- Are we closing more deals on longer, or shorter phone calls?
- Where are our unqualified leads coming from?
- Which salespeople are performing best? Which ones are falling behind?
Use your data to answer questions like this, and set realistic goals to enhance what you’re doing well, and correct what needs work.
Tracking Sales Activity in Sales & Success Center
Sales teams and managers can track the metrics that matter and create accurate forecasts with the features in Sales & Success Center.
Sales managers can monitor sales team performance through tracked sales communications and account notes. Get a high-level view of metrics like revenue, missed opportunities, and response times and use this information to monitor the status of sales conversations, identify team strengths and weaknesses, and guide your revenue forecasts.
Sales reps can manage contacts, Sales Activities, and manage individual sales tasks with S&SC to stay on top of opportunities. Sales activity allows sales reps to quickly log important information about prospects and clients. This can be used if you'd like to follow up on a conversation, you wish to communicate with other salespeople who might interact with the account, or you just want to remember something personal about your contact.
Sales Task Management in Sales & Success Center
Staying on top of your sales funnel requires tracking more than just activity—how do you prioritize and contextualize those activities? With task management.
Do your reps need to call a prospect back on a specific day, send collateral, or double check something with account billing or support teams? Task Management in Sales & Success Center will allow your salespeople to stay on top of that work and build stronger relationships with their clients.
In today’s competitive market, tracking sales data is a crucial step in the journey from turning your prospects into paying customers. With an effective CRM software like Vendasta’s Sales & Success Center, you can give your salespeople the tools they need to capture hot leads and keep your customers coming back for years to come.