October 20, 2021

Written by

Collective[i] Team

  • Posted in
  • Sales Activity Tracking

How do you track sales activities?

A shocking 86% of 100 sales representatives say that they miss their sales targets, according to research from the Sales Health Alliance. When asked how often targets are missed, 76% of sales reps said they sometimes miss their targets, 15% said never, 9% said often, and 1% said always.

Regularly missed targets may be a sign that something is off in a company’s sales process. And if that’s the case, it’s a best practice to immediately find out what is causing that disruption and take actionable steps to fix it. This process, called sales activity tracking, is well known. But advancements in the technology space have led to even better ways to improve a sales tracking plan so it can be even more effective and help salespeople close the gap in missed targets and failed deals.

Intelligent sales-activity tracking tools can deliver valuable data to a sales team and measure the performance of each activity in the sales process. This may also provide insights into customers’ needs and the best ways to move them through the sales pipeline. But precisely how do you measure sales activity with the latest tools in technology? Let’s discuss what sales activities are and how they can be measured and tracked effectively.

What are sales activities?

Sales activities are data points that represent all actions, sales practices, and strategies of a sales team that move potential customers through the sales process. When these activities are successful, a sales team wins deals and meets sales goals. Tracking these sales activities is essential: A sales team uses sales activity tracking to discover if its strategy is effective or, if it isn’t, to see how to pivot to improve its tactics, resulting in a more successful, profitable, engaging business.

There are so many different data points that a sales team can track. Knowing which metrics to track can be tricky but will ultimately depend on your business and sales team. However, once a company has decided what sales activities to track, the challenge is figuring out how to track them. Effectively tracking sales activities is the only way a sales team can know for sure if it’s taking the proper steps to improve sales and deliver an exceptional customer experience.

How do you track sales activities?

Here are four simple steps to track sales activities:

Step 1: Choose which activities to be tracked

The first step is to make a list of sales activities that lead to completed deals. Map out all of these activities, from the first step a seller takes to reach out to a client or prospect to the last step of deal closure.

For instance, start by mapping out where and how leads are generated. Note whether they are first developed by a marketing team and then passed down to sales reps trained on the product or if sales handles the entire lead generation process from start to finish.

Once the entire sales process is mapped out, start listing each person’s activities chronologically. For example, a sales rep’s activities may include prospecting, sending proposals, scheduling meetings, and conducting conversations that close sales, in that order.

Mapping out this whole process will help companies determine which activities are most vital to a business, signifying which activities need to be tracked. There are two types of sales activities: qualitative and quantitative. Quantitative data is the raw, unbiased data that is broken down into numbers. It looks at metrics such as the origin of leads and the average length of a sales cycle. On the other hand, qualitative data is subjective and therefore gives more meaning and context to the raw qualitative data. It looks at metrics such as why people want to buy the product and what market conditions might be influencing buyer behavior.

Step 2: Determine where sales activities are going to be tracked

Once a company has determined the sales activities to track, it needs a designated system to track them. There have been varying ways to do this in the past, such as using a sales activity tracking spreadsheet, but this is not the most effective or efficient way to track data. Information in a spreadsheet has to be manually entered, typically by the sales reps, who should instead be focused on meeting their sales targets. When data is imputed manually, there is also a risk of error, which could interfere with the entire sales tracking process.

Ideally, companies should use a CRM to track their sales activities. With an intelligent CRM, information can be collected and recorded consistently and accurately while giving sales reps time to focus on the important work. In fact, according to research by Zapier, 43% of individuals polled said automation software helps them complete tasks faster, and 44% said that they save time using automation software.

At Collective[i], we have made this step in sales activity tracking simpler. We’ve created Intelligent WriteBackTM, an intelligent tool that uses artificial intelligence (AI) to automate CRM data capture — no manual logging required — and record all sales activity data.

Steps 3 and 4: Identify improvements and share the plan with the sales team

Once sales activities have been identified and tracked, teams can examine the data and see where improvements can be made in the sales process. Collective[i] has created intelligent software just for this step. Our Intelligent InsightsTM interprets the data from Intelligent WritebackTM to provide a sales metrics dashboard with an optimized to-do list that guides a sales team’s attention to where the most impact will be made.

The insights about where improvements can be made should be shared with the entire sales team to ensure everyone understands how to adjust to improve sales outcomes. Intelligent InsightsTM also makes it easy to share sales activity tracking data with sales reps so everyone can be on the same page.

Explore Collective[i] to see how our insightful AI can help organizations achieve total digital transformation in sales activity tracking.

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