October 28, 2021

Written by

Collective[i] Team

  • Posted in
  • Sales Activity Tracking
  • Sales Activity Plan
  • Sales Activities

Importance of sales activities

Sales activity tracking is key to measuring the success of a sales team’s strategy. Creating a specific and detailed sales activities plan enables a company to capture the outcome of every action while providing context and direct insight into what processes are working — or not working — as a whole. Regularly analyzing this information makes it easy to access an overall picture of sales performance, get insight into customer satisfaction, and measure individual sales team members’ progress.

What are sales activities?

Sales activities are all actions or strategies that sellers implement to move prospects through the sales process. Ideally, these activities lead directly to a closed deal and allow the sales team to meet its goals. For these sales activities to work, sellers must understand how and when to include these actions in their plans. Implementing the suitable activity at the right time directly impacts the success of each deal. Creating a winning sales strategy depends on understanding which sales activities work and how to track and measure them.

Why are sales activities important?

Every sales activity is integral to creating long-lasting customer relationships and closing deals, whether it’s an initial cold call, newsletter campaign, or a new product demo. That is why it is essential to capture the outcome of individual sales activities to gather data that gives business leaders the ability to maximize their sales team’s productivity and operational functionality. To illustrate, 89% of B2B firms recognize that quality data is extremely important to their sales activities and marketing.

What are the types of sales activities?

There are many types of sales activities, and each of them will have varying levels of success depending on the service or product a business is selling.

Here are a few examples of general types of sales activities:

  • Cold calling
  • Promotions
  • Emailing
  • Texting
  • One-on-one meetings
  • Follow-ups
  • Prospecting
  • Relationship management
  • Pitching products or services

How do you manage sales activities and track their effectiveness?

Developing a method to track these sales activities helps a sales team determine when to pivot and restrategize to improve their tactics. This kind of in-depth review of sales activities results in a more prosperous and engaging business. By identifying the most successful sales activities, sellers can focus on tasks that will lead to a profit instead of dead-end leads and methods that clutter the sales pipeline. Tracking these activities allows sales teams to work smarter, not harder.

By cultivating an in-depth understanding of a team’s daily sales activities, it becomes easier to perfect the timing of each action. Knowing exactly when to initiate specific activities will ensure that every interaction performed by sales representatives is purposeful and effective.

Deciding which metrics to track depends entirely on the goals and objectives of each business and sales team. After a company identifies these metrics, the challenge is knowing how to interpret and use the collected data. Using an effective tracking system is the only way a sales team can ensure that it’s taking the proper steps to improve its tactics to maintain and develop lasting customer relationships.

Without a dependable method for tracking and measuring sales activities, it is impossible to determine which actions lead to closed deals. Implementing a digital sales service enabled by artificial intelligence (AI), such as Collective[i], makes identifying critical sales activities easy.

Here are a few examples of AI-enabled sales activities:

  • Knowing when and how to contact prospects
  • Growing your network of business connections
  • Gaining insights into buyer behaviors and lead generation

At Collective[i], we help our users streamline their sales activities through several AI-enabled services such as:

  • ConnectorsTM: A social selling platform that assists sales professionals with initiating introductions and developing lasting business relationships
  • Intelligent InsightsTM: A tool that provides a list of recommended sales activities to ensure that the seller’s strategy is right on target
  • Virtual DealRoomsTM: A collaboration channel where every member of the selling team can review buyer activity to coordinate timely and effective responses together

Leveraging AI technologies to track and measure sales activity effectively provides businesses with the data and insights they need to improve their sales activities and enhance the sales process as a whole. Learn about how Collective[i] can modernize your sales strategy on our website, and contact us to get started.

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