September 28, 2021

Written by

Collective[i] Team

  • Posted in
  • Sales Activity Tracking

Sales activity tracker

No matter how fast a deal is moving or how many people are involved, it’s likely constantly changing and evolving. Some sales cycles are longer than three months, and the buyer group often involves six to 10 decision makers. So tracking the progress and status of the deal can be complex. For some businesses, daily tracking is a must. Others rely on weekly or monthly tracking. And many B2B companies use the information gathered from sales activity tracking to build and develop quarterly sales forecasts — which only underscores the importance of accurate tracking.

But with so much information to monitor, how do you keep track of sales in the most efficient way? The best way to track sales goals — and the activities that are taking place to meet said goals — is with a sales activity tracker. This article will explore what a sales tracking system is, what kinds of data to collect in a sales tracker, and the various types of sales trackers that are available to businesses.

What is a sales tracking system?

A sales tracking system, or a sales activity tracker, is a tool that allows sales teams to measure all the components of a sale. In other words, sales trackers are used by sellers to track their individual work and by managers to track their team’s overall progress toward closing deals and meeting sales goals.

Although the type of information collected by each company may vary based on their chosen goals and key performance indicators (KPIs), in general, sales tracking systems should collect both qualitative and quantitative information, including:

  • Number of calls or emails sent over a specific amount of time
  • Number of meetings or demos held over a specific amount of time
  • Amount of closed or lost deals for the month, quarter, or year
  • Average length to close for won deals
  • Reasons why lost deals fell through
  • Client pain points or product upgrades clients are seeking

What kinds of sales activity trackers are available?

There are many different kinds of sales activity trackers available to businesses, from old-school spreadsheets to state-of-the-art artificial intelligence (AI) systems. Here are some of the most common, listed from least to most technologically advanced.

Sales activity tracking spreadsheet

Sales activity spreadsheets are perhaps the oldest form of sales tracker. Before computers, paper ledgers were often used by companies to track their revenue. With the advent of technology, many businesses moved to using a sales activity tracker template. A quick internet search will pull up many different free and low-cost sales tracking templates for Excel for companies to use. Not all spreadsheets are equal, however, and the best templates provide fields where companies can list their goals, input the metrics they want to track, and have sales reps record their information about deals on a regular cadence.

However, sales activity tracking spreadsheets have disadvantages. These kinds of trackers rely on sales reps to input data regularly and correctly — a process that takes time away from actually selling. Additionally, human error is a risk when it comes to manually logging data in spreadsheets, with one commonly cited article out of the University of Hawaii stating that almost 90% of spreadsheets contain errors.

Sales goal tracker app

Sales goal tracker apps are quite similar to spreadsheets in that they are used to track goals and sales information. However, rather than a simple template, modern tracker apps are dedicated, digital platforms. Some sales goal tracker apps can even integrate with a company’s CRM to sync KPIs and pull seller notes into the app.

While these apps can certainly provide time savings through some basic automation features, they’re lacking the power and insight that true AI-enabled sales trackers can provide.

AI-enabled sales activity trackers

For companies looking for sales activity trackers that provide all the benefits of traditional tracking technology supplemented with intelligent predictions and insights, AI-enabled sales activity trackers are the way to go. These tools use machine learning and neural networks to automate data collection, organize data, and even provide daily insights for sales reps and managers to make the most out of their day. Here are some features that Collective[i]s AI-enabled sales tools can offer businesses.

Automated data collection: Collective[i]’s Intelligent WriteBackTM automates CRM data capture from leading CRM platforms, eliminating the need for manual sales tracking, providing up to 15% to 20% productivity gains.

Real-time information: Sales activity trackers’ strength lies in their ability to provide up-to-date information to work from. With Collective[i]’s Predictive PipelinesTM, managers can view real-time information about where their team is focused, which gives teams the ability to course-correct when needed.

Daily insights: Sales activity tracking should be used for more than just gathering data. With Collective[i]’s Intelligent InsightsTM, sales data is analyzed to provide a daily list of next and best actions to help sellers close more deals.

If you’re ready for a sales activity tracker that can help your team work smarter, reach out to Collective[i] today.

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