- Managing the sales funnel
There are many key components that go into monitoring and managing a sales funnel, but data-driven sales management tools can assist with many of these tasks. Sales managers can study the conversion ratios between sales funnel stages to figure out where the weaknesses in the sales process are. Managers also have to ensure that the sales funnel retains its shape – widest at the top and narrowest at the bottom, with a smooth gradient and meaningful conversion points between stages. [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”]
- Rep activity conversions
Naturally, a huge component of a sale manager’s responsibility is in coaching, mentoring and leading a team of sales reps. Instead of just tracking the number of activities that reps complete each day, managers should rely on sales management tools to delve more deely into the conversion ratios of these activities, or how many calls lead to productive conversations and eventually deals. With this information, managers can focus their coaching sessions on struggling reps who might need the help more. [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″]
- Won/Lost % over time
Sales management tools can help managers track their growth trajectory over time more closely, beginning with the team’s Won/Lost percentage over time. If the company’s revenue is trending downward, and the team is struggling to hit its sales goals, managers can study the Won/Lost percentage report and take the necessary steps – acquiring higher-quality leads, coaching reps to be more productive, etc. [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]