Effective managers know the importance of tracking sales activities. They make sure that their sales reps are doing their part to make a successful sales team. They also know the strengths and weaknesses of their sales process.
The more information that you gather can help you make improvements to your overall sales process. You can use the information gleaned from sales activity reports to reverse engineer your sales process. From there, you can set realistic sales goals and get a great idea of how to accomplish them.
However, staying on top of the day-to-day tracking can quickly become overwhelming with every other aspect of sales team management. This is where sales activity templates come to the rescue.
Sales activity tracking spreadsheets is an organized space to get all the information you need to make informed decisions, plan to crush upper management sales goals and get an in-depth understanding of the sales process.
Sales activity trackers seek to get an overall understanding of sales activities as a whole group. It aims to measure each separate component of the sales process. By tracking each part, you can know how each activity is impacting the big picture.
We've found some great resources to help you put together a sales tracking spreadsheet that will help you succeed. Read on to find out what you need to know about sales activity trackers and where to get one yourself.
What to Consider for Your Sales Activity Tracker
Before you hit the ground running with a new sales activity tracker template, it's essential to know exactly what you need for your business. Map out the entire sales journey so that you can identify each step of the process. From there, you can pinpoint critical steps that need tracking.
Once you have an understanding of the various steps that need to get measured, you can figure out what type of data you want. Data is usually classified into one of two categories:
Quantitative information is concerned with the raw numbers. It breaks down how productive your sales team is in numerical form. Examples of quantitative data include:
• Number of phone calls made
• Emails sent
• Demos presented
• Closed deals
• Average length of sales cycles
• Time spent on the phone
• Lead sources
Qualitative data, on the other hand, gives meaning to the quantitative data. It seeks to answer the "why" behind the quantitative information. It's not as easy to pull information from, say, a CRM. However, it can be drawn from the quantitative data that you collect. Examples of qualitative details include:
• What clients object to after demo
• Why clients want to buy your product
• Productivity tracking
When you pull together both quantitative and qualitative sales activity, it can give you a more in-depth insight into your sales team and clients. You can use this better understanding to make more informed decisions about the direction of your sales.
Next, also consider how often you would like to track sales activity. Sales tracker templates offer yearly, monthly, weekly, and even daily tracking. Decide how often you need to review the data and go over the results with your team.
It might be tempting to start tracking each aspect of the sales process daily, and depending on your company's needs, it might be necessary. If it is not, though, make sure to start with a reasonable amount in the beginning. Many leaders can find themselves overwhelmed with tracking all of their sales activities daily and end up quitting altogether.
Lastly, consider where you would like to track all of your sales activity. Depending on the size of your business, you may need to input all of your sales activity manually. However, if you have a CRM, you can often track your information from there or use helpful software. Read on to find out the best places to find both written templates and software to fit your needs.
Free Templates to Try Out
If you have a new business or small sales team, you may need to start with a written sales tracker. Or you may also want to start with a written tracker before investing money into the software. Whatever the reason, there are great templates to get you started and get your sales team in order.
If you need physical printouts, here are some great places to find the right sales tracker for you and your team:
Smartsheet says that it is dedicated to bringing the best sales templates. They offer a wide variety of templates for whatever you need, such as sales funnels and follow-ups. They also provide a general in-depth tracker for each sales rep to see sales activity on an individual basis:
Smartsheet does require a subscription to use most of its activity templates. However, they also offer a free trial so that you can make sure that their templates are right for you and your team. They also have some free templates (like the one above) to help get you started.
Although it is another subscription-based site, Template does offer free sales activity trackers. One of them includes this daily tracker that can cover the basics for each sales rep:
This template offers two purposes: it allows you to track where your reps time is spent and allows for useful insights. It also enables your reps to plan and organize their day to be more productive. With better organization and goal-setting, your sales reps can start getting more done each day.
Tracking for a better sales team can go beyond merely making sure that your reps are logging enough calls or following up with clients. When leadership tracks the important aspects of their job as well, it can create a culture of productivity and accountability. All of this translates into a more effective sales team.
Sales Hacker offers over 12 free templates that go past merely tracking sales. Their templates cover each part of the sales process to help you build a better business. They even have activity trackers for leadership, such as Performance Improvement Plans and coaching planners:
Source: Sales Hacker
These templates help you go the extra mile to make sure that both the sales leadership and team are doing their parts for better sales.
As the leader of office technology, Microsoft does offer free manual templates that fit easily into Excel. Their weekly tracker makes it easy for sales reps to fill out and send to their manager at the end of the week:
Microsoft offers a simple, clean, and straightforward templates for sales teams that want minimal fuss.
Why You Need Sales Software Tracking
Let's face it, we're almost to 2020. Companies that want to keep up with competition need to harness technology for better efficiency. While manually tracking sales activity might work for a small start-up, it's not the best way to grow a business.
Manual sales trackers present a lot of problems. It's harder to spot the trends in information and gain an overall picture with a stack of papers or series of Excel spreadsheets. Leadership will need to spend too much time sorting through the data when their time could be used more efficiently. Manual sheets are also difficult to share with the whole team, and giving your team helpful overall views of their progress can take a significant amount of time.
In addition, sales reps may struggle to record each phone call, visit, and email with the meticulous detail you need to get helpful information. As a result, you'll lack the most accurate records. A manual file is time-consuming, so your reps waste valuable selling time with a task that could be streamlined with the proper software.
A manual template can help get you started and to find out what works for you and your team initially. However, growing and successful sales teams need to invest in quality software.
Top Sales Tracking Software for Your Business
When it comes to improving sales, the right software can make all the difference. While some CRMs are equipped to handle some sales tracking, they lack the in-depth insights that most businesses need.
Here are some of the top software to track your sales!
Repsly is tracking software specific for retail sales. They give real-time organization of data so that you can get the information exactly when you need it. The real-time feature also helps to provide accountability so that leaders know exactly what is going on without constant back-and-forth phone calls. Sales reps can concentrate on their work and don't need to continually check in to prove that they are doing their job.
Information without insight is useless. Leadership can waste valuable time trying to sort through data and still not understand how to use it practically in guiding their sales team. SalesLoft can help. It not only makes tracking important sales activity easy, but it helps leadership interpret the information for more significant insights. They help management create helpful customer personas and optimizes sales activity for a productive team.
Accent is a sales enablement technology that can integrate with your CRM to pull out valuable insights. It helps create data visualizations so that leadership can quickly grasp all the information in their sales tracker. It can also capture and collect sales email and calendar activity so that sales reps do not have to log each email and meeting manually. Accent both saves your sales team time and make your reporting more accurate than manually entering it.
Map My Customers can take your sales team to a whole new level. Our technology is built to do more and can be used as a stand-alone CRM or easily be integrated into the top CRMs on the market. Among its numerous benefits, Map My Customers can track your team’s sales activities so that their visits, calls, and follow-ups can automatically be reported. No more manually entering each visit into a sales log: simply walking into a client's building will check your sales rep in for you. Leadership can rest assured that they have the most accurate information possible.
The better sales managers and leaders can understand the information, the more accurately it can be used. Map My Customers provides map visualization so that you can see how your data effects each territory for better management. You can feel more confident in your decisions and forward direction with the insights that our software can provide.
Sales Activity Trackers to Grow Your Company
Understanding sales activities is a crucial part of running a sales team. Sales activity tracker templates can be easy to find online and implemented quickly with your sales team. Once you decide exactly what sales activities you need to track, you can find spreadsheets and Excel templates to match your business.
However, if you want to grow your business and use your time most effectively, sales tracking software is critical. You and your sales team can save valuable time, you can get the most accurate information, and it can be visualized quickly for better insights.