Sales Tracker – What, Why and How?
If you have a sales team, large or small, you probably have in place some method of sales tracking. It can be a CRM software, or as I have seen, in a shockingly high number of cases, an excel sheet, acting as a sales tracker.
However, do you really think that with just an excel sheet, or even with a generic CRM, your sales tracking is complete?
And, I mean truly complete. Right from tracking of all the activities done by your sales team, identifying the truly profitable sales channels, the sales-positive actions taken by your prospects, the status of each current and potential sales opportunity, the performance of each individual salesperson and much more.
A truly complete sales tracker just doesn’t tell you your sales performance retroactively. I mean it does that as well, but more importantly, it tracks everything real-time and predicts the fate of each lead and consequence of each activity, including the closure prediction. You can even identify if your salespeople are slacking off, or if they have undertaken an activity that won’t get the results as grand as the time spent on it.
I mean, wouldn’t you want whatever Santa used here to find his slacking elves and their exact locations?
Let’s look at the ideal features of a sales tracker which most old-school systems and online excels lack:
Features of an ideal sales tracker
1. Dynamic sales tracking
Most traditional sales trackers are surprisingly limited in their scope. Excels would obviously just have the data you feed in, and old-school online CRMs would not be holistic in their tracking – they’ll miss at least some crucial aspect – like activities of your prospects, or live tracking of your salespeople.
Example: If a lead has already been assigned to a salesperson, or if an activity, like a telephonic conversation, has taken place, it should all be tracked in the system for everyone to see. This would avoid sales conflicts (multiple people calling the same lead), which is a common problem when there isn’t a transparent, dynamic system in place.
Multiple calls to the same customer not only leads to wasted resources but also ruins the prospect experience.
2. Real-time tracking
To really keep track of your prospect actions and to keep tabs on whether your salespeople are completing their daily tasks, you need a system that live-tracks every activity of your opportunity and users. This would include something as simple as tracking the website visits of your prospects to advanced tracking of live location and real-time activities of your field staff. Most systems that do not have a completely in-sync mobile app that has access to web activities as well would fail here.
Example: Your online sales tracker would track the web activities of prospects, like visits to an important page (like pricing page), or if a deal has closed and display it alongside your lead for all the relevant stakeholders to see (like the marketing and the sales teams, the managers and so on). Subsequent actions, like nurturing activities or lead stage change, or notifications to salespeople can also be automated with an ideal sales tracker.
3. Sales Recommendations (based on historical data)
Your sales tracker should not just track activities, but give recommendations to your salespeople as well based on prospect’s activities. This would not just make your salespeople’s pitch super-relevant but would help you increase the customer lifetime value and improve customer experience.
For instance: If you are a bank and you have a savings account customer who goes to the movies often, you can recommend him to get an entertainment credit card. The customer is more likely to avail this offer because it’s relevant for him, and this really improves the customer experience. Once again, these recommendations can automatically be made directly to the customer, and/or to the relationship managers when they are set to meet or call the customer.
4. Social and 3rd Party Data Enrichment
An ideal sales tracker should track activities of the prospects not just on your properties (website, emails, text messages etc.), but also on 3rd party sites like various social channels and news sites. This would help enrich the data and give a very realistic view of the prospect to your salespeople.
For example, An account you have been chasing raises Series A funding – if your sales tracker informs you of the same, you’ll be able to drop a congratulatory note right on time or even pitch your services if it makes sense before your competitors do.
5. Geo-tracking and recommendations
The missing piece of the sales puzzle for businesses using even the most advanced CRM as their sales tracker is real-time tracking of field sales. Though many CRMs provide field sales solutions in terms of mobile apps, the scope of functionality is limited at best, with generally no link to the web activities by the salesperson and the prospect. This creates silos for online, offline, telephonic activities, and divides between different teams, that can severely limit the success of your sales strategy.
Instead, what if you had a sales tracker, that not only lets you track the movements of your field workforce realtime, but also makes live suggestions to them for each meeting, based on historic conversations with the prospect? It can even plan out salespeople’s daily meeting schedule and the best routes to follow to get the most productive outcome. Not just this, it can even spot nearby prospects, and make suggestions to the salespeople to make a visit if their schedule has the room.
Not only will the complete sales tracker guide your field workforce to carry out their tasks more productively, but it’ll also give you glimpses into what’s going on in the field real-time, including where all are your salespeople checking in. The geo-fencing feature would also avoid accidental or deliberate misrepresentation of the meetings since the salespeople can only check-in if they have reached the proper location.
7. Ease of use
Most sales trackers don’t work because of low adoption rates. Either they require too much work from the salespeople’s side or the learning curve is too steep. The ideal online sales tracker would not only inform the managers of what’s going on in the sales front but should also automate the bulk of your team’s work, and should be so easy to use that even the most non-tech savvy members of your team love it, and see it as a tech assistant for themselves, instead of a tattle-tale hovering over their every move and reporting back to the manager.
8. Encourage usage
In its best form, it should be advanced enough to actually encourage the teams to use it. For instance, it can gamify the performance of the salespeople, always displaying who’s in the lead and where the individual salesperson stands against the performance of the leader. It can also show them the incentives they have won so far, and the maximum they can achieve with their best efforts.
9. Revenue attribution by any variable important to you
Complete visibility into each team
This is what is taken care of by a sales tracker which helps you manage customer information on the go, from any device, at any point in time, from any location.
Thus, you are never disconnected from your sales team and can keep an eye over all the related activities and statistics on the go.
How a Sales Tracker Benefits Your Business?
That said, sales tracking helps you in a range of ways including:
Keeps you organized
A sales tracker provides you with easy access to all the in-depth insights and minute details related to sales and keeps all the data at a single place.
This keeps you organized. Thus, no matter, if it is the sales data generated by your recent Facebook advert or a PPC campaign, your data will stay organized safely.
Access to in-depth insights
While having a stand-up meeting with your sales manager discussing the important figures like a number of calls made, emails sent, click-through rate, sales per salesperson and so sounds intriguing, it is equally important to be able to crosscheck all these figures and have a quick access to all the important figures just on your fingertips.
Facilitates salesperson with better management
Get an online sales tracker for your sales team, and we are sure, they will feel obliged, all for a simple reason – this simple software can streamline their processes to a large extent. They would be able to track communication, manage current clients as well as prospects, complete tasks, take follow-ups, build out sale pipelines and set and meet goals.
This would not only simplify their tasks, but this will also boost their efficiency.
Easy access on the go
This is one of the most important features that an online sales tracker helps you with. You no more need to login to your system which contains sales tracker to access it. Instead, you can access it on any device from any location at any point in time. All you need is an active internet connection.
While this might sound simple to you at first, but believe us, this helps your sales team in a big way. They no more need to restrict themselves to their desks to sell your products and services. They can do it from anywhere and log in the important details into the system.
Easy to integrate with third-party tools
Do you want the system to remind you every 2 days for each lead and ask you to take a follow-up? Done.
Do you want to automatize the personalized email messages? Done.
Not only this, but you can achieve a lot more by integrating your sales tracker with third-party tools.
This, in turn, translates to improved efficiency and productivity, which is everything that your business needs.
Why You Must Get an Online Sale Tracker For Your Business?
Make your team work on the go
Why make your sales team stay glued to big screens, when they can efficiently keep a tab on all the important action right from their mobile devices?
The modern sales tracker are mobile-friendly and work fine with both iOS and Android. This helps your sales team to register every important move regarding each prospect directly into the system.
Easily allocate and attend the leads efficiently
A sales tracker allows you to allocate leads in an efficient manner. The tracker receives the lead, streamlines it and helps you cut down the time involved in processing and analyzing each lead.
Approach every lead with custom sales pitches
Since sales tracker provides you with tons of information related to your lead based on their tastes and preferences sourced from a range of platforms, it makes it easier for your to draft a winning custom sales pitch that is in line with their requirements and helps you to close the deal effortlessly.
Make way for an easy collaboration
Since sales tracker is hosted on a cloud, this allows your team to access the software from anywhere. Hanging out in a café and have an important lead down the sales funnel? Well, simply use your smartphone or laptop to access the sales tracker, and go ahead.
Traveling, and want to have a quick look at your sales victories and triumphs? Simply, login to the software you are done!
Keeps you updated in real-time
This is one of the best parts for sales tracking. You don’t need to wait for minutes, if not hours, to have a look at the latest development. Instead, get real-time updates and track your sales live.
What more can you ask for?
That said, a sales tracker can simplify your processes and prove to be a great boon for your sales team, who find it difficult to track leads on a daily basis.
Provide them with software that understands sales processes, and can prove to be an effective tool for them.