Your customer relationship management (CRM) platform may be your solution for marketing automation, but are you fully leveraging the tracking and team management capabilities of your software? In addition to helping you engage with prospects, organize contact information and manage email marketing, your CRM can help you manage and monitor your sales force.

Here are three of the most useful CRM features for tracking sales metrics and holding your team accountable:

1. Task Tracking

A good CRM offers the ability to create to-do lists and activity tracking so all tasks and reminders can be accessed from a single view. Task tracking gives you the ability to see how quickly and efficiently team members complete assigned activities. You can also run reports for a high-level view of how individuals and teams are performing in regards to specific tasks.

2. Synchronizing Team Calendars and Contacts

Calendar synchronization is another efficient way to organize tasks and track meetings for all team members. Managers can easily access data to determine their direct reports’ workload and day-to-day experiences. This way, you can engage and follow up with them appropriately.

3. Opportunity Tracking

Sales manager tracking allows your team to monitor prospect activity via email, social media and sales engagements, which gives everyone the ability to understand how prospects interact with your business. Also, your CRM should allow you to build a custom sales pipeline to align with your marketing funnel with your sales goals. This alignment allows your sales team to closely track prospect activity and deliver the most appropriate offer and sales communication at the right time in the buyers’ journey.

To ensure these CRM features can help you keep your sales team (and your business) on track, you must first define what you want to measure. Get started by defining the specific metrics or performance indicators you want to track with your CRM solution:

  • First, define what’s important to the business. Whether it’s increasing market share, product knowledge or daily sales, understanding business goals will help you focus your resources in the right place.
  • Second, determine which sales metrics support business objectives. Key performance indicators may include total dollar sales, closing ratios, pipeline accuracy or daily activities. Every business is different; therefore, the way you track and measure success will depend on your company, products and sales management style.
  • Third, identify a system for real-time, ongoing tracking and measurement. If you’re already using a CRM to track and measure customer service and engagement, determine which sales performance metrics—such as daily tasks, sales and opportunities—can be tracked within your CRM as well.

Knowing which metrics are most important and how to measure them for your sales force will help you leverage your CRM in a manner that’s impactful to the business. These metrics, in turn, may be incorporated in your CRM so you can measure sales and marketing performance in the same platform for ongoing success.

To learn more about how customer relationship management software can help you hold your sales team accountable, contact us today!

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