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.
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).
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.
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.
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