How To Track The Activities Of The Sales Team?

Tracking Activities of the Sales Team

• If the salespeople are stationed inside the company premises (e.g. retail setups), then their performance on the floor must be monitored. Their supervisor / manager must observe and track their behavior, their customer interaction, successful conversion rate etc.
• If our sales effort happens through phone calls, the supervisors / managers must listen to these calls periodically to ensure the quality and tone. Many companies record the phone conversations their teams have with prospects or customers for the purpose of quality assurance, improvement and training.
• We can implement a process of getting a feedback from the customers, either regularly or occasionally, which may include some points related to the effectiveness of the sales person who attended them. This will give a very clear indication of the performance of the sales person from the source where it matters the most, the customer.
• If the sales team goes to the field to meet the customers, the details of their all visits must be tracked. In sales terminology, a visit by a salesperson to a customer premises is also called “a call”.
• Daily Calls Report or Daily Beat Report or Daily Sales Report must be filled up by every sales team member going to the field. Such a daily report should list the requisite details of the customers / prospects visited or attended by the sales person.
• If the company uses online solution for Sales Force Automation (SFA) or Customer Relationship Management (CRM), then no filling of paper sheets will be needed. The daily visit reports and their progress can be entered by the sales person directly into that software system through their Mobile, Tablet or Laptop. More and more companies are using these Internet based solutions to track and manage the activities of their field sales force.

(Expert advice to GROW your business wherever you are, whenever you want.

SMEBusinessGuide.com… https://goo.gl/E3pfoQ)

NEXT POST:

How to reimburse expenses to the sales team?

PREVIOUS POST:

How To Decide The Compensation Plan For The Sales Team?