Sales Tracking is the process of keeping your sales pipeline healthy. Every salesperson invests a lot of time in assessing their work every week to learn how they are doing. This is done by tracking a certain number which shows their improvement in the past week.
Everyone should have a number they track to self-assets their performance. For marketers, it could be a number of meaningful conversations; for founders, it would be new signups; and for salespeople, it could be a number of deals closed.
To keep the end goal in sight, many salespeople actively monitor and manage their sales pipeline by:
- removing inactive/cold leads
- following up with active leads; and
- finding new opportunities
What to Track
How do you begin sales tracking?
A few years ago most of the sales tracking was done in a spreadsheet with dozens of sheets. It was quite cumbersome and complex, especially when things started scaling up.
With modern solutions and software, CRMs are much more advanced and reliable. Most of the work in taken care of automatically. Like moving a prospect from one part of the sales pipeline to another.
Depending on the type of sales you do, your KPI’s will change. Some of the most commonly tracked KPIs are
- All contacts.
- Email Responses
- Sales Activities
1. All Contacts
Track all the contacts and companies you want to target.
This gathering of all contact form the base of your work. Moving forward, every communication you start has to be from one of these accounts. You can come back anytime and add contacts.
Tracking these helps you keep your efforts focused. So while adding new accounts, intense research is done to make sure these fit the profile fo your company and customer persona.
2. Email Responses
Every phone call, emails and Linkedin touchpoint has a reason and a goal. Position of contact in your sales pipeline can be known depending on the response of the recipient. This makes tracking every response important. Using a default email client like Gmail or Outlook is enough, but with a high number of emails, things can get complex.
Intandemly makes it easier by giving a simplified user experience to send multiple emails through multiple campaigns.
3. Sales Activities
Each activity initiated by either you or the account is tracked to assess the next step.
Activities range from setting up a meeting to arranging a demo. Each activity when tracked helps us understand the interested of an account.
When a prospect asks for multiple demos, it could mean that one person or a department from this account is ready to get in business with you, but is struggling to convince their manager or c-suites. By understanding this and taking the necessary steps with this knowledge in mind, you can tailor a plan for this account’s need, and take them one step closer to close.
This is possible when every communication is mapped and recorded in a single place.
There are many more sales KPIs one need to track. Each will be explained in a brief article here. More information about sales and closing deals can be learned from Sampath Mallidi’s Intandemly account