9 min read

What Is the Best Sales Tracking Software for You in 2022?

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Just What does Sales Tracking Software Do?

Through software, sales teams can track, manage, and assess sales activities, enhancing their entire vision of the sales process - without having to spend hours away from actual sales activities. 

Let’s face it: salespeople aren’t very good at filling out spreadsheets with facts and figures. But in today’s data-driven world, it’s a “must-do” for most of them.

Tracking may indeed be tedious—but today we have sales tracking software, so sales reps can get back to the business of selling while their bosses can see the auto-populated spreadsheets. A win-win! 

Sales tracking software is incorporated into many types of sales technology. You can also think of it as a form of sales enablement or sales automation software.

However, not all sales tracking tools are created equal. Sales teams need the right sales tool in order to accurately:

  • Monitor individual sales rep’s performance
  • Identify bottlenecks in the sales pipeline
  • Track key performance indicators (KPIs) and sales metrics
  • Keep leads on track, and close deals faster
  • Pinpoint effective strategies across deal cycles

In this article, we’ll discuss the key features of a good sales tracking software, as well as our recommendations for the best sales tracking software. Let’s dive in!

sales-engagement-playbook

 

Good Sales Tracking Software: The Basics

According to a report by Sales Insights Lab, 61% of surveyed salespeople say that selling is more difficult than it was five years ago.

When weighed down by manual sales tracking duties, sales teams face additional challenges outside of selling. Additional…and now unnecessary.

By working alongside an effective sales tracking system, sales reps can focus more on creating better customer experiences and less on number-crunching.

If you’re unsure what to look for, we’ve put together a list of features that your good sales tracking software should offer:

 

Automated Lead Generation

A salesperson can juggle dozens, if not hundreds of leads every week.

Therefore, your chosen sales tracking software should offer automated lead tracking, lead management, and other lead generation tools to simplify the early stages of the sales pipeline

Your tracking system should:

  • Record contact information: This might include basic contact management, such as names, companies, points of contact, and business needs.
  • Log touchpoints: For example, were the leads prospected through LinkedIn or social media? Was it an inbound or outbound email marketing method? Your tool should take note of this.
  • Monitor where they are in the pipeline: Not all sales leads move through the pipeline the same way. Constant visibility can help reps determine their next best move.

By maintaining detailed records on leads, sales reps can easily locate the information they need to build and strengthen prospect relationships. 

 

Sales Forecasting

Sales forecasting is key to company-wide decision-making. Businesses determine quotas and allocate appropriate resources to hit sales goals through forecasted revenue.

Inaccurate or incomplete sales data can severely affect the accuracy of forecasts. 

Utilizing sales tracking software secures more accurate predictions. The automated tracking allows access to data, metrics, and other business insights needed to inform any forecasting plan.

 

CRM Integration

Customer Relationship Management software (also known as sales CRM software) is one of the most essential tools of the sales trade.

CRM tracks and centralizes information on sales leads, prospects, and customers. 

By this definition, CRM is a form of sales tracking software. However, when used alone, CRM can’t automatically harness, much less track all the important information related to your future and ongoing customers. 

Through sales integration, teams can easily sync relevant information between their CRM and other sales tracking tools. This helps create a single source of truth and minimizes misinformation throughout the sales process.

 

Sales Activity Reports

Sales tracking monitors collective and individual sales activities, including when and how often reps are reaching out to leads. This in turn enables sales managers to gauge team performance and effectively assess outreach.

The same software should also streamline other types of sales reporting, such as loss and sales funnel reports.

Loss reports provide insight into where, how, and why teams are losing deals.

Meanwhile, funnel reports deliver knowledge regarding the sales funnel. Through funnel reporting, teams should be able to identify their most effective sales strategies as leads move through the funnel.

By automatically tracking the data used to build these reports, sales reps don’t have to double as analysts. They get a comprehensive view of their sales process without hours of data entry.

 

Conversion Rate Tracking

Some sales processes move quickly, while others take months to convert leads.

However your sales cycle plays out, you need to keep a close eye on conversion rates. 

Unfortunately, this metric is a little tricky to monitor manually. An effective sales tracking system should do the heavy lifting for you by automatically recording conversions and noting where you’re winning leads.

The software should also record individual team members’ conversions. In doing so, you can easily identify your best sales reps, and those who need additional coaching.

 

Real-time Sales Pipeline Management

Sales pipeline management is difficult enough when managers don’t have to worry about tracking every move their teams make.

An effective sales tracking software should shoulder this burden, providing a holistic view of the pipeline. It should also visualize tracking (and potentially the pipeline too) through a comprehensive dashboard or similar.

Sales managers may then go on to evaluate their reps, build better sales strategies, and carry out administrative tasks without micromanaging every part of the sales pipeline.

 

The Best Sales Tracking Software

Sales tracking doesn’t have to be time-consuming or difficult. As sales technology continues to improve, so do the ways tracking systems capture and monitor sales activities.

To help you choose the right tool for you, we’ve short-listed our top recommendations for sales tracking software. Check them out below: 

 

Koncert

Koncert is a multi-channel engagement software geared towards B2B sales teams. Its workflow is designed to help sales professionals connect with prospects, utilizing both tracking software and artificial intelligence to do so.

Here are a few examples of its key solutions: 

  • Prospect activity tracking: Sales reps can readily act on prospect engagement thanks to weighted scoring. Koncert automatically tracks and scores engagement so reps always know which high-quality prospects to prioritize.
  • Optimized workflow: Through the power of automation, Koncert allows teams to create and test cadence steps. You may then track the results and implement new strategies based on these insights.
  • Email tracking: Thanks to integration with Salesforce, Koncert Coverage can monitor your CRM. It may then send 1-to-1 personalized messaging based on user-defined parameters, such as Rules of Engagement and other events. 

 

HubSpot

Hubspot functions as a “complete CRM platform” with several tools and workflows devised to support sales teams. Sales tracking software is part of these solutions.

Hubspot software offers:

  • Comprehensive tracking: Hubspot tracks every aspect of your sales cycle. From prospect to close, sales managers get a detailed look at the health of incoming leads and how their reps are interacting with them across the pipeline. 
  • Task allocation and monitoring: In addition to other features, sales managers may use Hubspot CRM to create and follow tasks. Notifications ensure deals stay on track.
  • Gauge pipeline health: Hubspot records and visualizes important sales metrics, including lead and account health. Use these metrics to prioritize high-quality leads and identify bottlenecks.

 

Zoho CRM

Zoho CRM is another popular sales tool. Its software offers both sales management and sales tracking so users can centralize data and streamline their day-to-day activities.

Notable features include:

  • Inventory management: Zoho CRM prioritizes inventory control, allowing reps to monitor and adjust stock levels as leads convert to paying customers.
  • Automated workflows: Zoho automates administrative duties such as data entry and provides at-a-glance visibility of key sales metrics.
  • Trend tracking: In addition to more basic monitoring, tracking software also feeds analytics. Managers and leaders can identify sales trends, patterns, and relationships across their sales cycle to leverage for decision-making. 

 

Upgrade Your Sales Team with Koncert

The world of sales moves fast and reps can feel overwhelmed while jumping from lead to lead.

Quality sales tracking software helps sales reps stay in control. Through automated lead management, sales forecasting, sales reporting, and more, reps are free to optimize important practices and assess their performance.

However, as we’ve explored, sales teams need the right sales tool to get the most out of tracking. 

By choosing Koncert, reps gain everything they need to stay on top of their sales pipeline.

Leverage multi-channel engagement and total transparency to accelerate follow-up, build stronger connections, and close deals faster. Thanks to sales integrations, Koncert also works seamlessly with CRMs such as SalesForce and Hubspot - and even stand-alone, custom CRM solutions. 

To learn more about Koncert, book a demo and streamline sales tracking today.

sales-engagement-playbook

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