What is the key activity in sales
Only about 6% of chief sales officers are extremely confident about their sales team’s ability to meet their revenue goals, according to Gartner. It’s no surprise, then, that sales and revenue operations leaders are continuously looking for the one key activity in sales to help their teams better meet their quotas. Tried-and-true strategies like sales activity tracking and sales activity plans can certainly help leaders better understand what’s working — and what’s not. But sales leaders are still after that key activity that can be a game changer for their teams.
This article will explore what key sales activities are and how data can help sales teams better track and understand which of their sales activities are making the biggest difference.
What is the key activity in sales?
To put it simply, a key sales activity meaning is any activity that moves a deal forward. Traditionally, this may include scheduling meetings, holding demos, cold-calling prospects, or nurturing leads — essentially any activity that is designed to connect with prospective clients and sell them on a product or service. Key sales activities can be divided into two categories: qualitative and quantitative. Quantitative sales activities are those that are easily measured by numbers or statistics. Qualitative activities, on the other hand, are informed by seller opinion and instinct rather than easily quantifiable numbers.
Yet there’s another set of key activities that revolve around a powerful resource: data. Gartner reports that sales reps often have the lowest data proficiency in an organization, so improving the collection and analysis of sales data could be a true game changer.
When looked at through another lens, key sales activities may also include consistently inputting data into a CRM, analyzing that data, and using the resulting insights to create a data-informed sales strategy. While there’s no one key activity in sales that’s going to guarantee a closed deal, using and understanding data and all the insights it can provide has the power to move a deal along.
What are sales activities that make the biggest difference?
What are the key sales activities that sales teams should concentrate on? While this will vary from company to company based on the methods and tactics that work best for a team, here is a list of three key sales activity examples that are sure to make a difference. They all have one thing in common: collecting and using data to work smarter.
Maintain accurate CRM information
First and foremost, maintaining accurate CRM information is essential. Sellers who don’t track their activities miss out on key insights into what actions have been completed, what stage of the sales pipeline a lead is in, and what sales activities are working. A team’s CRM should include a wealth of information, such as current contact information, prospects, notes from calls and meetings, and more. To save time and eliminate human error, invest in CRM data-capture tools, such as Collective[i]’s Intelligent WriteBackTM, which automates the data-capture process, eliminating the need for sellers to manually update the CRM.
Regularly analyze data
Sales data — including data collected from a CRM and from other channels — should be routinely analyzed to help teams better understand what’s working and what’s not. Keeping an eye on data can help sales leaders create better, dynamic sales forecasts, and it can help sellers better understand what they need to do to move deals and meet quotas. Rather than spending time building forecasts and analyzing data, there are tools that can help teams work smarter. For example, Collective[i]’s Intelligent ForecastTM removes the guesswork from forecasting by providing daily, dynamic forecasts to help teams understand and improve their outcomes.
Make data-informed decisions about next steps
Gone are the days of sellers trying to strategize what to do next based on outdated data or sheer instinct. Data-informed decisions can help sellers know how to spend their time making the biggest impact. But spending too much time analyzing data can take away from actual selling. Fortunately, today’s artificial intelligence (AI) tools make it easier for sales teams to make data-informed decisions quickly and efficiently. Collective[i]’s Intelligent InsightsTM analyzes data to provide every seller on a team with a daily to-do list of the next and best actions.
How do you keep track of a sales team and their sales activities?
For sales leaders, tracking the progress of their sales team is a huge part of their day-to-day activities. Yet trying to keep track of each seller’s sales activities may seem like an impossible task. That’s where intelligent sales activity trackers like Collective[i]’s suite of tools come into play. Using Collective[i]’s Predictive PipelinesTM, sales leaders can easily review their sales pipelines and provide information and course corrections to sales teams without missing a beat.
Our AI-powered sales stack provides our clients with access to all the information they need to track their key sales activities: CRM data, daily forecasts, opportunity odds, pipeline visibility, risk alerts, coaching prompts, and more. Find out the difference Collective[i] can make today.Explore Collective[i]