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What does sales tracking software measure?- 3 Indispensable Types of Business Metrics.

A SaaS-based content writer with an extensive history of writing for artificial intelligence products

Let’s say your company purchased a sales tracking software, and you feel the business is suddenly surging.

Your CRO requests a report on what changed with the introduction of the sales tracking software. You say visibility!

But what’s visible to you?

Visibility is what the tracking software brings. But what to view and care about is entirely in you and the company’s hands.

Nevertheless, we’re here to help you with the three types of metrics that you must track on the sales tracking software.

Can’t wait patiently? Want to see the metrics yourself? Okay, here’s something for our impatient folks.- Learn on your own.

For those who want first to understand the sales metrics and then go on with the tracking software, here’s a list of metrics for you.

Don’t get overwhelmed!

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The list looks exhaustive, but they are simple and easily accessible on a CRM or conversation intelligence sales tracking platform in actual life.


Now, the main question is why the sudden emphasis on Sales Tracking? Hadn't it been working fine without it?

I spoke about visibility earlier. That’s the broader approach for having sales tracking software.

If you go into detail, you’ll realize the significance and role of the tracking tool.

  1. Introduces opportunity tracking- For starters, with the help of sales tracking metrics, you’ll get a fair picture of all the new selling opportunities along with upselling and cross-selling opportunities. The more you go in-depth, you’ll be able to identify the deals that can close faster, the prospects' readiness, existing customers' newly-developed interest, etc.
  2. Tracking performance- A lot of your reps' mistakes and gaps go unnoticed because of no tracking or lack of data. If you are looking for some solution that clarifies what your reps are up to, then tracking software is definitely for you. Also, If some of your reps are doing exceptionally well, you must track them, identify their skillset, and help others learn from their wins and stories.
  3. Identify Bottlenecks- You can catch issues and risks before the tipping point. Customers may leave and never turn back; the tracking software doesn’t let that happen to you. It ensures timely news of all challenges and helps retain customers and prospects.
  4. Task Prioritization- A tracking software can mysteriously help identify the exact set of tasks a rep needs to complete. For example, call stats can tell you if you are asking enough questions or not. If the questions are low, you can start asking more of the right questions to your prospects. Even follow-up could be taking a back seat for many reps. You'll see the trackers' data and realize which prospects need attention.
  5. Accountable and Awarding- The last thing you want the tracker to do for you is to build a responsible team that doesn’t fail you. A team that tracks their progress on a tracking software can’t allow dipping sales numbers to be visible for too long. They’ll take charge of the sales activities and get the numbers into a good range. Another way to look at sales numbers is to award those who perform more. The incentive is one and carries the highest weightage to date.

If you are still in the dilemma of buying or not buying a sales tracking software, then let’s tell you this. You can always start with a free version, learn on the go, cite benefits, and then make the critical decision.

But sales tracking software won’t hurt you. From the SDRs to the senior-most Sales leader will love to keep an eye on the sales tracking software dashboard. You’ll know the usefulness only when you start getting your hands dirty.

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