To win in sports, for example, it's important to track winning strategies. At the same time, you also need to note other details that fall flat. The same goes for business: sales call tracking is critical to winning.
While sports and business reflect aspects of one another, they are not the same. However, examining your strategy using sales tracking tools can dramatically improve your effectiveness, regardless of your field. It delivers key data about your potential clients and provides insights on making them repeat buyers.
But first: let's define what sales tracking tools do.
What is sales tracking, precisely?
Put simply, sales call tracking is keeping track of the details of a sales call, from key contact names to what they are most interested in buying. You can use these sales tracking templates for cold calling, but they can also be useful to gauge your prospects through our Lead Enrichment Wrkflow.
Previously, one would write down details before, during, or after the sales call. This process allows the sales teams to quickly assess which calls are promising leads and what sticking points there may be to close a deal.
However, as technology progresses, so do sales tracking tools. That means you can toss the pen and paper aside and move the tracking sheet to your company computer, using these tools to enhance insights.
Steps of sales call tracking
The approach to tracking your sales can vary depending on your method, but generally, it follows these rules:
- Choose the metrics you want to track (sales call duration, selling opportunities, deal value as examples)
- Assign a lead score to your potential clients to determine where to focus efforts
- Compare the most recent metrics from your sales call tracking to previous records of your prospects (which you can generate using our Automated Prospecting Wrkflow) to gauge their purchase readiness
- Analyze your success at each stage of the sales cycle to determine if you need to make adjustments
- Use a sales tracking sheet to determine which salespeople/marketing approaches are performing (or not performing)
- Record your sales progress against the sales goals you have forecasted to see where you stand during each designated period/fiscal quarter
Don't worry. You don't need to manage these steps manually. While sales tracking templates organize your potential leads, including contact info, priority status, and deal value, it also provides an easy way for your sales and marketing teams to determine which leads to focus on.
Sales tracking tools that go beyond the basics
Some sales tracking tools use automation and AI to detect patterns and deliver analytics, providing your teams with actionable information. Advanced sales call tracking can also assist with sales forecasting, an essential step in determining a company's sales strategy and goals.
Forecasting with the help of sales tracking tools allows your company to allocate resources to the right projects, determine its cash flow, and manage its growth.
Here are some of the more popular sales tracking templates that can make monitoring your sales activity easier – while using automation to deliver valuable metrics.
CallRail has created this sales tracking tool for online and offline sales efforts. It tracks your marketing campaigns, providing insights about which are working and why.
This sales call tracking tool can also record lead contacts and locations. Perhaps even more helpful is that it attributes all interactions with your leads (including texts and calls) to better hone in on their needs.
HubSpot Sales Tracking Software
This all-in-one tool goes beyond sales tracking templates to boost your sales success. It determines areas in your sales funnel where potential customers are stalled, helping you refine the process.
This sales call tracking platform provides a detailed dashboard to track deal activity, cutting down on time spent analyzing spreadsheets. This frees up your human sales teams to focus on closing strategies.
Invoca (formerly DialogTech)
Invoca is more than a sales data tracking sheet. It uses artificial intelligence to analyze interactions with your leads to extract actionable insights. And it offers a secure (and compliant) platform for transcription.
It uses call routing data to better target ads that can boost your ROI from electronic and otherwise campaigns.
This sales activity tracker has several powerful features. One of them identifies "rotting" deals—potentially missed opportunities for your sales team to follow up on.
Meanwhile, its electronic dashboard provides insights into key metrics, using AI to identify ways to maximize revenue. It even breaks down the performance of your individual sales reps—so you can better close key deals.
Salesforce Sales Analytics
Salesforce is one of businesses' most popular customer relationship management (CRM) platforms. It provides a full range of functions, including identifying potential sales opportunities and trends—using AI to help you take the right next steps.
The app's dashboard delivers KPIs optimized for mobile devices, so you can see how your team performs on the go.
Close more deals with sales tracking
You can record important data about potential clients using an automated sales tracking sheet. But what's more is that automated sales tracking tools can help you make sense of the data, so you can boost how many deals your sales team closes.
Learn more about automating sales call tracking and your other sales processes by signing up to Wrk today.