A crucial step in the sales process , follow-up remains the best way to understand your results and whether you are achieving your goals. Elements such as individual salesperson performance , the number of prospects in your sales funnel, and daily follow-up management are essential components of a successful sales strategy.
Furthermore, monitoring business activity provides an overview of future prospects: you manage your marketing, financial and organizational decisions using concrete data.
Discover 5 best practices for effectively monitoring your salespeople ‘s work !
- Centralize your activities with a CRM
salespeople don’t record what they do, it’s impossible to assess your company’s sales strength.
This is where a CRM proves invaluable! It keeps track of your contacts, transactions , and sales activities. Such a tool makes your conversion process much more efficient.
Why? Because you’ll have an organized view of all your metrics, all in one place. You can even get an analysis by salesperson or customer.
- Define quantitative indicators
Quantitative insights focus on raw data. The advantage? You can obtain data by salesperson to rank your representatives . The goal is to identify employees who need motivation or training. This tracking offers your company new growth potential.
- Define qualitative indicators
Qualitative data is more subjective, but it gives meaning and context to the numbers .However, it will also be present in your CRM tool, in the form of notes and comments. Tracking it will be more detailed, but very useful.
- Learn to conduct an objective analysis
Young salespeople will immediately know how to manage their business , and your company will have insight into their performance from the moment they are hired.
As part of the process defined during the conciseness phase, plan to record the information immediately after an exchange. This may seem excessive, but remember that you are collecting complex data and it must be complete.
Impartiality
The relevance of your analysis depends on your ability to demonstrate impartiality . It ‘s tempting to assign only a positive meaning to each piece of data because it enhances your business. However, it ‘s essential to admit when you’re stuck or when you’ve failed. It’s okay; it happens even to the best of us! The important thing is to take the necessary steps to remedy it.
- Transform data into sales
What to do with all this relevant data ? When done correctly , sales tracking provides valuable insights into your sales process and the necessary metrics to help your team improve their conversion rate .