- Rep activity conversions
Using sales management software, managers can go beyond tracking the raw number volume of a rep’s activities by delving deeper and studying the conversion ratios of these activities. Looking at how many calls it takes a rep to get to a closed deal is more significant than merely ensuring that he or she gets to 60 calls each day. This information provides salient coaching points for managers to take to reps. [image source_type=”attachment_id” source_value=”31256″ align=”center” lightbox=”true” title=”Sales Management – Employee Activities” alt=”Sales Management – Employee Activities” width=”400″ height=”261″]
- Sales funnel management
Sales managers have been managing their sales funnel for years. With sales management software, they can do so in an even more thorough and in-depth fashion, with the capacity to track every opportunity as it progresses through the various funnel stages. If the stages are mapped to the buyer’s process, managers will always know what the corresponding mindset of opportunities are at any given time. Studying the conversion ratios from stage to stage lets managers know at which stage they are losing the highest proportion of their opportunities. [image source_type=”attachment_id” source_value=”31258″ align=”center” lightbox=”true” title=”Sales Management – Sales Funnel” alt=”Sales Management – Sales Funnel” width=”400″ height=”276″ autoHeight=”true”]
- Won/Lost % over time
Whether they are using sales management software or not, sales managers are primarily interested in the bottom line and converting as many opportunities into deals as possible. Looking at the historic trend of a company’s won/lost percentage will help determine if the sales team is progressing in the right direction or if they require significant coaching or an overhaul of the sales process. [image source_type=”attachment_id” source_value=”31259″ align=”center” lightbox=”true” title=”Sales Management – Won/Lost Opportunities” alt=”Sales Management – Won/Lost Opportunities” width=”400″ height=”202″ autoHeight=”true”]
InsightSquared is the sales reporting sales management software you need to take control of your sales team and processes. With a wealth of information that can be easily translated into readable reports, InsightSquared is the sales management solution that every manager needs.
[note][blockquote cite=”Steven Carter, SVP of Operations, Visible Measures”]InsightSquared is a fantastic sales management tool. We now have the visual reports of our sales and marketing in just a few seconds and we could never get these from our CRM in the past. [/blockquote][/note] [/one_half_last]