As the world population grows, technology evolves, and globalization provides new opportunities. The rules of the economy change, making trading more profitable, but more complicated at the same time. For better or worse, regardless of your what size your business is, you can't simply go with the flow anymore.
Nowadays, you need a working sales strategy if you aim for success, and to reach this goal you'll have to gather and analyze plenty of data, including customers and prospects profiles, pricing, lead sources, and, of course, your past and future sales. Fortunately, the most knowledgeable and skillful developers have already created sales tracking software that incorporates all the tools it might require.
With the current increase in demand for such platforms, it is easy to get lost in an endless sea of available options while choosing your perfect sales tacking software. Plus, it's always better to read short descriptions with all the main features highlighted for you rather that spend efforts on finding the information yourself. After all, you've got a business to run and products to sell.
Sales tracking software is designed to present you with statistical data on your sales activity. Basically, it should allow you and your sales team to:
Collect information about your clients, leads, or prospects
Identify customers' behavioral patterns
Evaluate sales reps' performance
Spot potential problems in advance and adjust the strategy
Analyze the metrics to forecast sales.
Modern sales tracking software is complex; it provides a variety of features. Some of them are beneficial to your company, but some of them might be unnecessary and redundant. However, certain tools are irreplaceable if you want to boost your sales. Let's review the instruments you should look for when you pick up a sales tracking software.
Leads are the foundation of every existing sales policy. That's why a proper sales tracking software should enable you to:
Gather and store your leads' personal info. Everything that could be relevant to your sales team (e.g. name, the company they represent, their specialization, or budget) should be available within a click. This will help you to better understand their needs and identify their interests and preferences, so you can tailor a more individual approach towards them.
Track your main lead sources. If you think that where your leads come from doesn't matter because they're already here, think again. When you know what sources are the most useful (it can be anything, including e-mail, social media, websites, or even a recommendation from a friend), you can dedicate more time and energy to acquire new leads through them, or you can focus on developing the ones that you haven't been paying enough attention to.
Identify their pipeline stage. Every salesperson knows that transforming leads into customers is a complex process, and it takes time. If you know which potential clients are hot and ready to buy and which might still need some nurturing, you can select the tactic that suits this particular lead's mood the most.
Remember, if you are aware of your lead sources, you'll always know where to turn to if you want to attract new potential customers.
Predictions are hard because it's impossible to calculate the future. Yet, forecasting is inevitable for any business that strives to be profitable. After all, any company executive needs to plan a budget, make strategic decisions, and set up realistic goals for the team. Any mistake in the calculations can result in a drastic decline in sales numbers. That's why acquiring the sales tracking software, that is capable of obtaining data on your past and current sales and using it to make accurate predictions about the future, is an investment that will definitely pay off. With these metrics, you can delegate tasks, assign resources, adjust strategies, and assess sales reps' performance with confidence.
You need to see the whole picture of your team's performance if you want to manage your sales effectively. Advanced sales tracking software can become a perfect solution if you're looking for a tool set that can help to identify reasons for your success and point out your weak spots. So, what kind of reports can you get, and how exactly can they be of use? Let's find out.
Activity Report. This one will show you the entire history of communication with leads, including the latest interactions, data on when and how you contacted them, and what response you got. The value of this information is hard to underestimate. Sales reps can use it to analyze their leads' behavioral patterns, so they can choose the approach that will fit their needs and preferences the most. In addition, sales managers can also access and study it to determine who among their team members are star performers and who might need some extra motivation.
Loss Report. People who deliberately refuse to evaluate their previous actions are doomed to repeat the same mistakes. You should draw lessons from your past, otherwise you may get stuck or fail. Of course, it might be a tiresome process, but as soon as you see the reasons why you've lost particular leads, you might gain a clear vision of what action course you need to take to outbid your competitors and score more leads. Moreover, these metrics can be helpful when forecasting the future performance of your sales department.
Success Cases Report. Triumphs provide plenty of opportunities to learn from as well. If you struggle to determine which tactics suit you and your team the best, take a close look at the data on the cases you won. Surely, it will cheer you up, but it will also present you with valuable knowledge on what selling strategies you should use more often. Plus, you can make notes on what means you should use if you're dealing with a specific type of lead.
Funnel Report. You need to obtain this report if you want to see at what stage of sales funnel your leads are at this exact moment, what prevents them from moving further down the pipeline, and what you need to do to get them closer to strike a deal. You'll see what tactics are the most effective depending on the lead's type. After you examine this information thoroughly, you'll learn what your next steps towards this particular lead should be.
Conversion rate is the ultimate measurement of your success, so if your sales tracking software is unable to calculate it, you should replace it immediately. You can acquire plenty of leads, but if you fail to turn them into actual customers, it won't contribute to increasing the company's profits. If the numbers you have aren't satisfying, simply ask the program to submit conversion rates by sales reps, lead sources, etc. This would provide you with a clear picture of the measures you should take to improve the situation.
The revenue per sale indicates the average amount of money you receive after closing a deal. If this metric is decreasing, then you defintely need to change your selling strategy. Plus, it can be helpful if you want to assess your sales team productivity when it comes to upselling customers. Thus, sales tracking software with the ability to display average sale price is the tool you should use to spot worrisome signs in your sales activity.
We live in the 21st century, so it is practically essential to make applications available on both desktop and mobile devises, allowing you to manage your business anywhere and anytime. Many platforms offer synchronizing capabilities and online/offline access. With such an advanced sales tracking software, it gets incredibly easier to run a business because every important feature is just a few clicks away. Hence, choose the product that lets you enjoy the advantages of technological progress.
Nowadays, selling process is much more challenging than it used to be. There are plenty of activities and indicators that need to be monitored and accounted for. But don't worry, there are plenty of sales tracking software that have your back. Let's dive in and see what today's marketplace has to offer.
When it comes to the sales tracking software, Bitrix24 is the ultimate toolkit that has a solution for all the situations you and your team might face. You can store and access data on clients and leads, analyze your sales activities and team performance, import, export, and share documents, manage marketing campaigns, contact prospects and customers via multiple channels, etc. The best news is you can do it for free. Of course, there are additional features and premium packages, but using basic functions won't cost you anything.
Lead & pipeline management, sales automation, lead generating instruments
Gantt charts, Kanban boards, task efficiency reports, conversion rate, funnel & activity reports, etc.
Customers' and leads' database with personal details and a history of interactions
Communication tools, including calls, e-mails, Zoom, social media, audio/video chats & conferences.
Vtiger focuses primarily on acquiring and nurturing leads, but it also offers a variety of analytical and forecasting tools. Its system of smart alerts notifies you automatically as soon as a deal changes its status. Plus, you can continue conversations at any given time, even if you started it in another channel.
Generate leads from multiple channels, including e-mail, social media, website, and phone calls
Analyze the leads' personal data and assign them to the most suitable sales reps
Initiate automated sales and marketing campaigns
View activity reports, sales results, and funnel progression
Evaluate your sales team's performance and productivity.
If you're tired of doing things manually, Salesflare is your best option. This application obtains data from a variety of sources, such as e-mails, social media, company storage, and even your calendar. For instance, when you receive an e-mail, the sales tracking software automatically transfers the phone number and address from the person's signature to your database.
Automated e-mail sequences that can be initiated when a certain event takes place, or you want to get through to a person who isn't responding.
Advanced tracking instruments. You can find out when people opened your messages, or what pages of your website they visited and when.
Impressive integration capabilities: it's perfectly compatible with Gmail, Office 365, iCloud, PieSync, and many other popular platforms.
Customizable pipelines, dashboards, and overviews.
EngageBay demonstrates a certain lack of analytical capabilities, but they provide plenty of opportunities to keep all of your interactions with leads and clients under control. It covers everything from nurturing prospects to customer support.
Analyze customers' behavior and preferences
Generate pipelines for multiple deals
Contact leads via phone or e-mail
Assign and monitor tasks
Automated sales funnels & e-mail sequences
Dashboards and tools to examine business proposals
Integration with Office 365, Gmail, and other calendar applications.
Pipedrive offers a set of tools that is standard to a good sales tracking software. However, there are several interesting features that deserve to be mentioned separately. For instance, a "deal rotting" function automatically sends notifications if a deal remains untouched for too long, allowing your sales reps to prevent it from turning into a lost cause. In addition, it provides sellers with a virtual sales mentor that they could ask for personalized advice.
Lead tracking & management
Automation for recurring tasks
Detailed leads' and customers' profiles with interaction history
Activity reports and other analytical & forecasting tools
Synchronized mobile and desktop versions available.
Zoho CRM presents its users with a variety of solutions for every possible scenario. But the most innovative instrument they have is gamification. This useful feature allows turning the boring processes of achieving goals, accomplishing tasks, and acquiring leads into fun and adventurous competition, making it easier for your sales reps to stay productive.
Customizable charts and dashboards
Sales trends and forecasts
Funnels and lead management.
If you want to automate as many sales related processes as possible, choose Copper. It gathers information on leads and sales actions from all the available communication channels and sources. Moreover, it will send automated notifications and visual indicators when a deal reaches crucial stages.
Leads' data storage with a complete history of interactions
Automation of regular administrative tasks
Customizable visual pipelines
Sales activities reports, a funnel overview & dashboards
Desktop, iOS, and Android versions
The most convenient feature of the Freshworks CRM is its ability to present a 360° overview of all the customer and lead related information in one screen. Plus, deal card with visual pipeline allows you to delegate tasks, set up meetings, and initiate conversations with leads.
The ability to contact leads directly from the platform
Smart e-mails with a personalized approach to your leads
As a sales tracking software, Close CRM is designed specifically to help your team close as many deals as possible. That's why it puts a lot of emphasis on analytical tools, including the ones to evaluate team performance, review won and lost cases, and measure how successful your communication with leads is.
Track sales better with an advanced pipeline feature
Acquire leads and communicate through multiple channels (e-mails, audio/video calls, etc.)
Generate reports on sales activities, revenue per sale, and other important metrics
Manage all sales activities from one central sales hub with automatic logging and syncing in all the apps you use.
HubSpot is the best sales tracking software for those who seek a perfect combination of sales and marketing capabilities.
Automated marketing campaigns
Activity reports and other tools to assess team productivity
Sales pipelines with the ability to track leads in real time
Meeting scheduling & the automation of repeititive tasks.
SugarCRM is the ultimate solution for companies that want to focus on accurate forecasting and get insights about leads or customers' behavior.
Use the Sugar Discover—Revenue function if you want to receive notifications on spotted changes in your key metrics, get accurate predictions based on the analysis of your history/experience, and monitor your KPI and sales activities in real time
Create an Ideal Customer Profile (ICP), get alerts about new insights and opportunities with AI-based SugarPredict feature
Automate the process of collecting data on leads and customers
Observe pipelines and get status updates
Initiate smart marketing campaigns
Use the Sugar Market feature to keep an eye on your most important metrics.
It might seem exhausting to decide on which sales tracking software is the best. The market offers plenty of decent options that would satisfy even the most demanding customers. Stay calm and remember that if you decide to go with one of the platforms mentioned in the review, chances are you won't be disappointed.