Sales Tracking

Reasons abound to be serious about sales tracking: You’ll have a better overview of your sales activities and about the perceived value of your offering – and you’ll close more sales.

The process of systematically working with leads, moving them along the sales pipeline and analyzing success factors typically is called sales tracking.

Benefits of sales tracking

In most sales organizations the pressure is focused on closing deals and not wasting time on things that don’t lead to a sale. This may result is losing valuable feedback from those who don’t buy. Why did they choose an alternative provider? Is your value proposition clear? Is the price hurting top-line growth?

Increasingly, companies and teams define basic processes to ensure that this information doesn’t get lost. It’s advisable to capture the reason for each lost opportunity continually and dive into the data regularly (for example, once a month).

Use sales tracking software for best results

Smart teams use sales tracking software such as Pipedrive. Not all CRM software is suitable for tracking sales, though. For example, some tools don’t allow capturing the reasons behind lost sales in a simple manner.

Companies with a smaller deal pipeline may also use a simple spreadsheet or text file. There are several templates and forms available online.

4 sales tracking pro tips

You’ll probably need to implement a win-loss analysis process. For best results, capture reasons for lost sales in your team as well as allow customers to give feedback to sales team and your offering.

  1. Don’t simply ask why you lost. Ask why someone else won. Oftentimes, the reason for a lost sale doesn’t lie within your product portfolio and team; a competitor may be doing something better instead. Make sure you capture the things customers find appealing about your competitors.
  2. Use a neutral third party, when needed. It’s easier for the customer to give feedback to a sales manager, anonymous survey or an independent agency, rather that the sales rep.
  3. Learn from the process. Offer feedback to the whole team and take steps to fix recurring problems.
  4. Don’t forget wins. Finally, don’t forget to ask the customers you did successfully close, too. If you’re making at least some sales, you must be doing something right – make sure you know what it is.

Use Pipedrive for simple sales tracking

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Sales Tracking | Pipedrive
Sales Tracking