All businesses, large and small, have a need for sales tracking software. Accordingly, sales tracking software range from simple plugins for Microsoft Outlook to fully on-demand solutions ready for global organizations. The purpose of sales tracking software remains the same however: grow sales, improve customer satisfaction, cut expenses.
Key Features of Sales Tracking Software
Sales Lead Management
This is crucial functionality. Leads are the life blood in sales and marketing. Effectively tracking leads and optimizing as the lead flows through the sales funnel is critical for success. The ability to track inquiries from leads, routing them to appropriate sales reps — all without dropping or losing the lead — is a key responsibility of your sales tracking software. There are typically access controls implemented to grant a rep access to only assigned leads or manually share a lead.
Sales Opportunity Management
Opportunity management is about bringing together all the data on a potential deal, enabling your sales team to collaboratively close the sale. All interactions, milestones and other deal information should be recorded and consolidated in one single place. The benefit is the ability to customize sales methods and processes.
Contact/Account Management
You should have access to a full 360-degree perspective on each of your clients. Knowledge of every detail on an account is forms the foundation for a strong, long-lasting client relationship. This type of collaboration is a feature more common on enterprise-level sales tracking software.
Sales Reporting
Sales reporting is needed at various levels within the organization from sales managers to C-level executives. The ability to run, schedule and customize reports and dashboards is an important feature of sales tracking software. Real-time reporting is a nice-to-have feature — sales analysis of pipelines, trends, win-loss is not optional.
As with contact center solutions, evaluating sales tracking software comes down to choosing the solution that appears to be tailor-made for your organization. If there was just one simple piece of advice before signing the sales tracking software contract: make sure your reps love it!