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Why Is Sales Force Tracking Important?

Employing age-old practices to track your sales force is one of the biggest deterrents in the entire sales process. Unfortunately, many companies are still using their pocket notebooks to keep a record of the sales activities going on in the team. Figuring out the loopholes and properly using training and assistance is next to impossible in such a setting.

For this reason, many firms are resorting to the use of sales force tracker which makes tracking sales activities a piece of cake. It is not surprising to know that over 95% of the Fortune 100 companies use Salesforce tracking to do away with the old and tedious procedures of managing sales activities.

What Makes Sales Tracking Special? 

At present, there is a plethora of CRM software that you can use to track sales activities, but what makes Salesforce stand out of the crowd is the amazing set of features that the program comes with. These features allow for an easier tracking procedure. The sales force tracking app will enable one to access features such as:

  • Task management
  • Contact management
  • Opportunity tracking
  • Workflow creation

These features are directed towards making sales force tracking a better experience. Salesforce offers you several elite services that enhance customer experience and facilitate ease of use. 

The coveted sales force monitoring app is also infamous for creating reports about previously held sales activities, allowing a sales manager to be ready with all the necessary information before a meeting. These reasons are why tracking sales activities via sales force management software such as Salesforce is highly beneficial for your team. Let us now throw some light on why it is important to track Salesforce activities.

What Makes Sales Tracking Important?

1. Makes coaching easier

The end goal of any sales force tracking activity is to help a person attain a better viewpoint of the ongoing operations in a company and understand how they engage with potential clients. All of this enables you to assist the performance of your sales team, thereby making coaching much easier. Being a good coach to your sales team will directly translate into your company’s growth.

2. Prioritizing Tasks

One of the biggest reasons behind tracking Salesforce is that the activity allows you to prioritize the overwhelming tasks of your salespeople. Today’s competitive market requires salespersons to accomplish a huge number of tasks every single day.

From contacting new leads to following up on the previous ones, having them purchase your products, to genuinely following the steps until the completion of the transaction, a salesperson’s work gets tedious. A good sales tracking app can relieve your personnel of the confusion when deciding which task to work upon first by prioritizing the tasks.

3. Work While You Travel

Business owners often have to leave their companies’ premises either for personal or business purposes. In the absence of a leader, many sales activities start getting out of hand. A good sales team tracking app allows a manager to keep an eye on the activities going on within the team and supervise despite staying physically absent.

This is a huge benefit of Salesforce tracking since such type of tracking requires only a sales employee tracking app and a mobile phone or a laptop, and a stable internet connection.

Tracking sales activities during your physical absence isn’t just confined to the managers. Instead, the feature plays a defining role when a sales rep goes out in the field and wants to communicate with his or her team leader. These figures and stats are distributed easily, and the entire work gets done quicker.

4. Keeps The Staff Motivated

As per a survey conducted by LinkedIn, 94% of the company’s staff would stick to the company they are working at if it took a greater interest in their career. Instilling healthy competition among the staff is a vital part of Salesforce tracking, but this process isn’t direct.

A decent sales force tracking management application will enable a leader to record the sales reps’ activities and accurately track their performance over time. The app allows a leader to figure out the strengths and loopholes within the staff and award incentives accordingly. This, in turn, ignites a spark within the other sales reps who get motivated to perform better.

In addition, every group must hold regular meetings. This is another method that will assist your team in determining which aspects of their sales activity need to be improved. The software aids in the collection of data on all sales activity, which can be shared with the team to provide a complete picture. Instead of giving them blind feedback, data-driven feedback would push them to work harder toward their goals.

5. Provides Concrete Data

Regular data collection through reliable sales force tracking software allows your sales team to have an appropriate image of their growth. The collected data is the most appropriate yardstick to measure your team’s performance. It also gives an idea of what needs to be done to improve.

The loopholes are made public, and the team members can actually get to know the areas they need to improve upon. This is what makes Salesforce tracking a crucial task. When you have numbers right before you, it becomes relatively easy to draw conclusions and design an action plan.

Final Word

As is evident from above, Salesforce tracking is one of the most important aspects of a sales activity. In the absence of a proper sales tracking application, you and your team may end up in a lot of confusion. An incredibly common sales monitoring app in the U.S., it has been estimated that mid-sized organizations which employ sales force tracking via Salesforce earn annual revenue between $1 and $50 million. The staggering growth of these companies that engage in Salesforce tracking speaks volumes of the application and how its proper tracking can benefit you.

GPS Tracking App for Employees

Mobile phones pose a difficult situation for Sales Managers. Though it has become very easy for the sales team to communicate, at the same time, the sales team may not report correctly.

This reduces performance and the overall cost of sales increases. For example, a sales person who completed his meeting at 2 pm may actually report at 5 pm. Since the reporting is primary over a phone call, sales managers have found it very difficult to ascertain the timings and performance of a sales person.

Thus the sales managers have to resort to being target-focused only. For a new sales person, there is a certain ramp-up period of the initial few months. In certain industries where sales cycles are of a few months, it takes time for a new person to land a customer. Having a target focussed manager breathing down your neck actually may not help. At the same time, the sales manager should have faith in his new team. The problem is acute in field sales where a lot of salespeople tend to plan their visits as per their personal convenience.

Some sales managers require that their team report immediately after the customer visit has been completed. But it becomes difficult for salespersons to open their laptops on the roadside or locate a coffee shop to do so.

There are a few things that a sales manager can ask his new recruit to do to ascertain if he has actually visited the customer:-

1. Ask the sales person to get the customer on a phone call and take feedback.

2. Ask the sales person to call from the customer’s landline number.

3. Ask the sales person to send his location via WhatsApp or other similar apps.

4. Use Mobile SFA software to track his location implicitly as well as gather visit details on the move.

Mobile SFA apps can help sales person to report immediately without any inconvenience.  Further, a employee location tracking app can also help a sales manager ascertain that a new recruit had been actually visiting a customer. Sales Managers can also visualise and guide their sales team to other opportunities in that particular area.

Any decent mobile SFA will give visual feedback of the route or customer visits that the salesperson has made. This can be used to plan customer visits nearby and boost productivity. Companies have reported up to 60% performance improvements after using mobile SFA software.

Salesman Tracking App

It has been observed that there is a certain level of mistrust between a company’s management and it’s sales team tracking app. This is more prominent in smaller-sized companies where the owner himself is heading most of the business operations.

For smaller business owners GPS in a mobile phone is something which they love to use extensively.

Getting real time location of your field sales can give a feeling of assurance rather than wondering if it’s a problem with the sales team or something else.

For industries like FMCG, where the salesmen have to cover at least 40 outlets in a day, the knowledge that a salesman has visited the outlets is very substantial. A retailer has only a small budget that he can use to buy products. Any FMCG salesman who doesn’t visit an outlet will lose the market to a rival company. Retailers, in general, like to stock only those items whose supplies are regular.

With time these companies can evaluate the outlets based on their orders. But before this evaluation takes place, it’s important to know if the salesmen are visiting the outlets or not. Otherwise, the evaluation will be error-prone.

A mobile salesman tracking app running on a cheap Android phone/tablet can easily determine the location of the sales staff tracking app as well as the route he had taken. Such sales person tracking app should have a mechanism of automatically switching on the location tracking either at a particular time of the day or based on the salesperson’s attendance.

Also, the mobile SFA app should not drain out the battery quickly. In a real life environment, the location of a sales person would not change for 10-15 mins. So any employee location tracking app information finer than this would not serve a purpose. In turn it will drain the salesperson’s phone’s battery.