October 27, 2021

Written by

Collective[i] Team

  • Posted in
  • Sales Activity Tracking
  • Sales Activities

What are examples of sales activities?

Whether businesses think about the sales process in terms of sales funnel stages or pipeline stages, sales activities include any actions, sales practices, and strategies that keep prospects and customers moving toward closed deals — and maintain them as loyal customers. Some examples of basic sales tasks include emailing, cold calling, and hosting meetings, whether to nurture existing clients relationships or to present a product or service.

Even basic sales tasks generate a massive amount of data. Performing sales activity tracking and studying the outcomes lets managers make data-backed decisions that improve the sales process and better engage prospects and customers.

This blog will cover a few different types of sales activities that belong in a sales activities plan:

  • Gathering and analyzing CRM data
  • Implementing data-backed forecasting
  • Identifying next, best actions for sales
  • Keeping deals moving through the pipeline
  • Connecting stakeholders

Gather and analyze CRM data

To effectively improve sales outcomes, leaders need access to high-quality, trackable data. With visibility into what’s working and what’s not, the sales process can be optimized.

Among other things, a good CRM will help teams track their deals, keep contacts updated, track the progress of deals, and collaborate with coworkers. When one platform serves as the go-to resource for sales insights, sellers can spend less time researching and more time selling.

Through custom fields or software integrations, organizations can personalize the CRM as they see fit. Products such as Collective[i]’s Intelligent WriteBackTM can save teams time and improve data quality by automating CRM data capture from any tools they use.

Implement forecasting

To put it simply, sales forecasting is the process of making sales predictions (on a weekly, monthly, quarterly, or annual basis) based on timely data. With effective forecasting in place, sales teams see that they are on track to meet their quotas — and if they aren’t, they can make adjustments to remedy the situation.

Guesswork in forecasting is dangerous. By serving up automated, daily, adaptive forecasts, Intelligent ForecastTM removes bias, time, and human error from the process, and it enables changes to be implemented swifty to fine-tune the sales process.

Identify daily sales activities

Yes, identifying the best daily sales activity is a sales activity in itself. The sales process is a series of critical customer touchpoints, each representing an opportunity to either build trust with the prospect or advance a prospect to the next stages. From prospecting activities and initial conversations through discovery, qualification, proposing, negotiating, and final approval of a deal, there is valuable data available (ideally, all within the CRM) that can help sellers plot follow-up activities or repeat their best actions to close other deals.

In a way, the amount of data available can be a double-edged sword. A ton of data, in and of itself, doesn’t do a whole lot. It can even be overwhelming without context, and analyzing it is time-consuming — not ideal when time is a seller’s most valuable asset. When CRM data is incomplete or riddled with errors, it may even hinder sellers. They rely partly on accurate data to know how to identify and prioritize the right activities, at the right times, with the right prospects or customers.

This is where platforms that leverage artificial intelligence (AI), such as Collective[i], can transform sales operations. C[i’s] Intelligent InsightsTM platform replicates the judgment of top performers to provide sellers with optimized daily to-do lists to guide their attention and focus to high-impact activities. C[i] RecommendsTM empowers sellers by prioritizing the activities and providing data-backed recommendations for next, best actions. These features leverage AI and machine learning to make suggestions based on the key sales activities that work for top performers.

Keep deals moving through the pipeline

While daily to-do lists help individual deals to progress, another important sales activity is understanding and improving the pipeline. Sales leaders need visibility into specific deals’ progress as well as the overall pipeline volume and velocity. When they can have trustworthy pipeline data at their fingertips, leaders can make the right decisions to not only course-correct in-progress deals but also manage and modify how deals generally move through the pipeline.

Predictive PipelinesTM helps sales leaders inspect and assess the health of the pipeline. By making pipeline health more transparent within the organization, sales can more easily collaborate with other teams whose work impacts sales (and vice versa), such as marketing and customer success. Predictive PipelinesTM even suggests specific sales coaching opportunities based on its pipeline analysis.

Connect stakeholders

Few (if any) sales activities are performed within a vacuum; most depend on effective communication and collaboration to make sure all stakeholders are on the same page. When sales activities require multiple parties to collaborate, but they don’t have effective means of communication, misunderstandings lead to low performance and efficiency. Even just one party being “out of the loop” can derail a lot of hard work.

Even with various communication channels (such as email or Slack) available to teams, coordinating calls and meetings with everyone who needs to be kept up to date can be difficult. Virtual DealRoomsTM gets all the stakeholders together in one digital space to keep everyone informed and accountable, even using AI-powered recommendations to help leaders better align and execute sales activities.

Turn sales activities into outcomes

For sales activities to be effective, they need to be backed by data. Organizations typically have a wealth of data available to them, but they struggle with turning data into insights and recommended actions. Perhaps their data is incomplete or inaccurate, or perhaps they don’t have the right tools to drive actionable insights.

Better sales activity tracking and data analysis capabilities can be transformational. In fact, Gartner research found that 92% of sales development organizations rank sales engagement platforms as critical to team success, and 90% are planning to invest in technology to help sellers engage with prospects and customers. To see how Collective[i]’s platform can take sales to the next level with unique, AI-powered solutions for each sales activity, read more on our product website or reach out to our team today.

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