Do you know what are the right features that a good sales tracking system should have? See our tips
Having a sales control system (such as a CRM) in your company is of paramount importance. Because sales managers have so many responsibilities and activities that they often feel overwhelmed and without direction.
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Agenda is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.
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Generic and vague reports can give an idea of growth, but we can only know in depth the company’s results if we have a reliable report with exact numbers, performances and metrics in our hands.
In this post you will learn about some fundamental features for a good sales system and, furthermore, how to choose the best one for your company.
How to choose a good sales tracking system?
We know that the most efficient way to achieve sales results is to have an adequate sales control tool.
But how to choose, among so many sales control software, the one that best fits your needs as a commercial manager?
- What else will help your team achieve its goals?
- What best suits your business vision?
- What is an affordable cost?
- What is easy to implement and requires little?
It’s simple! We’ve done all the hard work for you. Check out this short guide on how to choose the ideal sales tracking program for your business.
A good sales control system is one that makes everyone happy:
- You, the sales manager: through the reports issued that give you a true view of reality.
- The sales team: through targeted guidance for numbers to improve your productivity and your sales.
For this we selected 4 key features that every sales control software must have!
4 main features of a sales control system
A sales control system can have much more functionality than these, however, we have separated the four fundamental ones so that you can be aware of them when choosing the perfect sales system for your business.
1. Customer control
Nowadays, customers are looking for much more than low prices when choosing the company where they are going to invest their money. A differentiated service, where he feels that he is not just another for the company, makes the difference at the moment of loyalty.
Good sales software centralizes the registration of customers, thus allowing easy access by the entire team. In this way, service is much more personalized and faster, leaving customers more satisfied.
Another point that many sellers sin is thinking that the sales process ends with the closing of a deal. In fact, this is just the beginning of a long relationship.
Your job as a sales manager is to find a way to remind your salespeople that this is not the case!
The relationship with the customer goes far beyond closing the sale, the customer needs to be convinced that he made the best choice and that your company is the best company to solve his problem.
Without that, they can become a one-time customer!
The aftermarket is essential, since with it is possible to realize an up-selling – selling more product features or customer service or a cross-selling – selling a product or service complementary to it. Not to mention the indications it can provide you, generating new customers!
But to indicate your company, its products or services, the customer needs to be very satisfied with it, do you agree?
A good sales tracking system will send reminders to salespeople about the next steps to be taken in the sales process. And, thus, they will not forget any appointment scheduled with the customer or action requested by him.
What are the characteristics that an efficient sales control system must have?
2. Internal communication between the team
It is not enough to have only the intention to improve internal communication in your company, but to have functionalities that, in a practical way, expand the transmission of information among your team. Some of them are:
Schedule reminders for your sales team
Scheduled a meeting? Did you set a deadline? Did the customer ask for a proposal? Alert your sales team through an intuitive tool. A good sales control system should send reminders to everyone on the team, via email, cell phone notification, and through the system itself.
View tasks and deadlines in calendar form
View everyone’s tasks, as well as their progress, in the form of a calendar – everything is much simpler and clearer for everyone. We understand much better what we can see clearly and objectively!
Centralize the exchange of emails between employees and customers
We’ve all gone through that moment when we needed information and it was lost in some email, in some folder, in some date.
Optimize your time and gather all information in one place in your sales tracking software.
3. Easy view of closing deals
An ideal sales tracking system is one that automatically analyzes metrics, provides detailed reports, and has all customer information centralized in one place.
And, with this, he can automatically identify where the hottest possibilities for closing a deal are!
This greatly assists the work of your sales team, as they will be able to invest their efforts exactly where they will have the greatest effect and bring the best results for your company.
4. Analysis of business results
This is one of the features most sought after by managers in the sales area.
Because with well-defined metrics and a properly structured process, it is possible to assess the collective and individual performance of each salesperson, project and read the numbers and, therefore, determine improvements, if necessary.
Sales metrics are not just about sales conversion.
There are many other performance indicators that need to be analyzed in a business area that wants to work efficiently.
So, get to know other essential metrics that can be measured with the help of a sales tool.
6 sales performance indicators
1. Conversion rates
Converting leads (people who have already shown some interest in your company and left a way to contact you) is essential for the good health of your business.
Knowing conversion rates throughout the sales process allows you to identify where opportunities for improvement lie, as well as make more accurate sales forecasts.
Knowing exactly how many potential customers have been turned into actual customers is important to know where and how to focus efforts. Know your sales funnel!
2. Average transaction amount
Also called average ticket. How much, on average, does each customer spend at your company on each purchase? It may be more beneficial to focus your efforts on increasing this value than on capturing new customers! You will only know the best tactic by carefully analyzing these numbers.
3. CAC – Customer acquisition cost
Is the cost of bringing in a new customer greater than the profit this customer brings?
For administrative, publicity, marketing reasons, among others, this value may be too high or perhaps too low. Review this metric periodically to target your efforts.
To find the customer acquisition cost you must add up all sales and marketing costs for a given period and divide by the number of customers gained in that same period.
4. Number of sales per seller
Analyzing who on the sales team is doing well and who needs improvement is essential to achieving your team’s sales goal.
It’s also healthy for salespeople themselves to visualize how they’re doing compared to their peers!
5. LTV – Lifetime Value
Lifetime Value is known in Portuguese as Customer Lifetime Value.
It may seem like a complex concept, but it’s actually simpler to understand than you might think.
It is the monetary value that a customer leaves to the company throughout their relationship with it.
The LTV can be calculated individually for specific customers, in order to compare them, as well as the average LTV, so that the company has an idea of how much it earns, over time, when acquiring a new customer.
In recurring income companies such as Saabs (which sell software as subscription services) the LTV calculation can be done by multiplying the monthly subscription value of the company’s service by the average number of months that a customer remains loyal to the company.
6. Churn Rate or dropout rate
Also very important for Saas companies and others that rely on recurring revenues, such as schools and gyms, the churn rate measures the percentage of customers who have dropped out of the company in a given period of time.
To arrive at this number, divide the number of customers who canceled their subscription to the company’s service in a given period of time by the number of customers the company had at the beginning of that period and multiply by 100, so you will find a percentage.
Controlling the sales and sales team is planning and knowing exactly how to carry out this planning.
Therefore, help your sales team by acquiring the best sales control system for your business, formalizing and systematizing all tasks for the effective improvement of all your company’s processes.
Measure performances, results and numbers, all of this leaving your customer more and more satisfied. Get to know CRM, the free sales control system from Agenda, and compare the features it has with those your company needs.
How can I access the free agent sales tracking system?
To participate, you must be an individual salesperson or entrepreneur or be part of a team that does not yet have a free sales tracking program.
You use the system for free and the Agent only asks you to indicate B2B companies with teams that will need our software to control sales.
See what features you’ll have access to using our free online sales tracking program:
- Access up to 2 users
- Registration limit: 1,000 people, 1,000 companies and 150 businesses
- 2GB of storage
- Chat and email guidance
- Smart Activity Flow
- App to use on mobile