Want to Improve Your Team's Sales Performance?

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The best sales tracking software can help organize your pipeline, track sales reps’ activities across multiple channels, forecast future sales accurately, and analyze sales performance metrics like the number of sales and net new revenue.

But without a sales tracking system, you’re shooting in the dark. And without quality data, you’re just guessing at what’s happening in the field.

So, if you want to track your figures efficiently, you need to choose the right sales tracking tool for your team.

In this guide, we’ll show you what to look for in sales tracking software and then highlight the best tools for both inside and outside sales teams.


What to Look for in the Best Sales Tracking Software

Before we check out the best sales tracking software to consider in 2021, let’s highlight what functionality to look for in a sales tracker.

Sales pipeline visibility

Sales tracking software should give sales teams a complete real-time view of their company’s sales pipeline:

Sales managers can examine the pipeline to see where leads are sticking. For example, if the pipeline shows a ton of leads reach the quoting stage, but no further, then it could indicate a problem with the product pricing structure.

If the pipeline displays a‌ ‌sales‌ ‌rep‌ ‌is‌ ‌failing‌ ‌to‌ ‌qualify‌ ‌leads, then you can review their sales process to find out where they’re going wrong.

Sales activity reporting across multiple channels

The best sales tracking software should also ensure that reps perform the “controllable” sales activities each day, week, and month to keep the pipeline full.

For example, you’ll want to measure sales activity metrics like the number of calls made, emails sent, follow-ups booked, logged visits, social media connections, discovery calls, meetings requested, and proposals sent.

Another feature to look out for is software that allows you to automatically capture sales activities as they are performed to reduce the amount of manual data entry.

Sales performance tracking (rep, territory, and organization levels)

The best sales tracking software allows managers and execs to review the sales performance at the rep, territory (if you’re an outside sales team), and organizational level.

Managers and execs want to track top-level KPIs, such as the number of leads, number of opportunities, lead-to-opportunity, number of sales, net new revenue, and pipeline value at each level.

For example, here you can see Leads Created by Territories:

Sales Territory Mapping Software. Territory Mapping

It’s essential that sales managers can drill down and not only see the top-level performance but also check how individual reps, teams, and territories are contributing to the overall picture.

Sales win-loss analysis

The best sales tracking software shows managers their team’s win-loss ratio. While it’s great to record wins, it’s also important to keep a record of potential deals that fell-through at some stage.

If you know the reasons why you’re losing sales, or even which competitor you’re losing out to, then you can take remedial action to improve your sales process and ensure your win ratio increases.

Analyzing your losses also allows you to forecast your sales numbers accurately for a given month, quarter, or year.

Sales process insights

If you can’t look at your sales pipeline, pinpoint a spot, and say, “that’s where we are losing sales,” you have no chance of fixing your problem. The best sales trackers help you pinpoint any bottleneck in your sales process that’s holding you back.

For example, your sales reps might make:

  • X amount of cold calls, but none of them get returned.
  • X amount of introductions, but book no follow-up appointments.
  • X amount of sales appointments, but lack enough quotes.
  • X amount of quotes, but only get a few sales.
  • X amount of closed sales, but have high customer churn.

By tracking sales process insights, you can see where your reps underperform and then address the problem directly.

Sales forecasting

Companies use sales forecasts to make monthly, quarterly, and annual revenue predictions. Based on these, resources get allocated accordingly. However, not all sales forecasts are that accurate.

If you want to help your organization, make sure your sales tracking software lets you see previous and current sales data for your team so that you can confidently forecast future sales based on those numbers.

Forecasting is only 100% successful when sales activities are tracked through the pipeline, from prospecting to demo to how long it took to sign the deal. The best way to keep track of everything is to capture data in your sales tracking software.

Sales managers can then access the data quickly at the end of every month, quarter, or year, to produce accurate sales forecasts.

Sales leaderboards

Sales leaderboards let managers see which reps are completing their assigned activities and generating the most pipeline and sales volume. It’s better to reward good performance rather than grilling them for missed targets.

The best sales tracking software lets managers use a leaderboard to track metrics and help refocus a sales rep’s efforts to help get them back on track.

You can also use leaderboards to encourage healthy competition and motivate reps to work harder when there is so much transparency.


7 Best Sales Tracking Software to Consider in 2021

Now that you know what to look for in sales tracking software, it’s time to look at the best solutions for both inside and outside sales teams.

We have included a brief overview of each sales tracking tool, and highlighted some of its most valuable features.

SPOTIO

SPOTIO is the #1 outside sales software for sales reps and managers that boosts productivity levels, increases sales revenue by 23%, and shortens sales cycles.

Key sales tracking features:

Multi-channel activity-level reporting: 
  • Make sure reps are working hard in the field. Are they making the necessary number of calls, emails, and visits to create new pipelines and hit revenue goals?
  • Activity reporting can be automated, so reps don’t have to waste time manually entering data into the CRM.
  • SPOTIO provides field sales teams with the only multichannel communication platform for capturing customer engagement through visits, calls, SMS, and email.
Performance reporting at the rep, territory, and organization levels: 
  • SPOTIO lets you track top-line metrics such as leads created, opportunities created, sales volume, close rate, and revenue across each level of the company, all the way down to the rep, channel, and territory levels.
Pipeline tracking:
  • With SPOTIO, you can quickly track if there are any bottlenecks at different stages in your pipeline. For example, do your reps make plenty of introductions but only book 25% follow-up appointments.
Sales leaderboards:
  • You can create transparency and encourage a healthy level of competition among reps with SPOTIO’s leaderboards. See which reps contribute the most sales and which ones may need additional coaching.
Sales forecasting:
  • SPOTIO’s sales tracking lets you capture, visualize, and measure specific data so that you can provide accurate sales forecasts and insights to your executive team.
Email notifications:
  • You can keep your managers up-to-date with SPOTIO’s email notifications. Choose to receive daily or weekly updates on team performance and activities so that you can intervene when things are off track.
Fully customizable reports:
  • SPOTIO lets you create custom statuses and select which sales activities and metrics to track at which levels. Use the insights, like best times to prospect and best performing territories, to maximize your sales team efficiency.

Pipedrive

Pipedrive is the easy-to-use, #1 user-rated inside sales CRM and pipeline tool that lets you get more qualified leads and grow your business.

Key sales tracking features:

Pipeline management:
  • Pipedrive’s visual sales pipeline encourages you to take action and remain organized.
  • Use the “deal rotting” tool to see when a potential deal stays idle for too long.
Sales automation:
  • Leads are fed directly into your sales pipelines 24/7 via your custom web forms and chatbot.
  • Automate repetitive admin tasks, so you can focus on selling.
Track communications:
  • Track calls and emails with your contacts so that you have all the history at your fingertips.
Performance reporting:
  • Using Pipedrive’s reporting, you can:
    • See all won and lost deals at a glance.
    • Find out which deals aren’t closing.
    • Understand when and why you are losing deals.
    • Learn what activities bring you the best conversion rate.
    • Uncover opportunities for improvement. ‌
    • Forecast‌ ‌results.

Copper

Copper is a popular CRM tool that’s built specifically for Google and G-Suite users. Inside sales reps can add leads, update deals, look up past interactions, create Google Calendar events, and follow up on tasks—right from their Gmail inbox.

Key sales tracking features:

Pipeline analysis:
  • Track, measure, and analyze key sales pipeline metrics so that you can boost sales performance, stay on target, and hit your goals.
  • Get a complete view of your inside sales pipeline by tracking sales data of any kind, over any timeframe, so you can estimate the close date of each deal and know whether you met‌ ‌your sales‌ ‌quota.
Automatic data capture:
  • Copper finds new leads and populates full contact details so that you can add them with‌ ‌one‌ ‌click.
Sales leaderboards:
  • Motivate your sales team by creating sales leaderboards that show who’s performing best‌ ‌by‌ ‌revenue,‌ ‌meetings‌ ‌set,‌ ‌calls‌ ‌made,‌ ‌and‌ ‌emails‌ ‌sent.
Sales forecasting:
  • Automated sales forecast reports show you potential revenue by expected close date so that you can keep track of your pipeline, plan ahead,‌ and‌ stay on course‌.
Sales dashboards:
  • Gather critical sales insights using a set of dashboards that keep you informed about‌ ‌sales‌ ‌opportunities.

Zoho CRM

Zoho CRM is a highly-rated inside sales tracking tool that includes contact management, funnel charts, sales forecasting, detailed analytics, and customizable dashboards.

Key sales tracking features:

Pipeline management:
  • Analyze every sales activity, and track the numbers at every stage of your sales pipeline.
  • Create funnels for important metrics, and know whenever there is a significant drop or rise in your sales pipeline. For example, you can check your conversion rates, identify where you have the most churn, and measure the overall efficiency of your sales process.
Omnichannel communication:
  • Zoho CRM lets you reach customers across all channels: telephone, email, live chat, and social media. And you get real-time notifications when customers interact with your business. Plus, you can measure the effectiveness of your customer communication and find the best time and way to reach out to them.
Anomaly Detector:
  • The AI-powered “Anomaly Detector” widget compares your actual sales performance with the predicted trend. It notifies you if there were any deviations from the projected sales pattern, such as the number of leads created per month or the number of deals closed daily.
Performance reporting:
  • Zoho CRM helps you manage and measure your team’s territory-wide sales performance, and break quotas down into achievable targets with ‌reports,‌ ‌analytics,‌ ‌and‌ ‌forecasts.
  • Real-time reporting allows you to analyze all sales activity, trends, campaigns, and team performance. Plus, you can create custom reports, such as Pipeline by Stage.
Gamification:
  • Zoho CRM’s KPIs give you a clear picture of the key sales figures so that you can focus on the areas where you need to improve.
  • You can incentivize your team to exceed sales quotas by awarding badges and trophies for achieving successful goals.

Freshworks

Freshworks CRM is a top-rated inside sales tracking solution powered by its  “Freddy AI.” The software helps you discover the best leads, visually manage pipelines,  forecast revenue, drive deals to closure, and nurture existing customers.

Key sales tracking features:

Personalized engagement:
  • Discover the best leads, communicate with customers via their preferred channel – phone, email, chat, SMS -‌ ‌and‌ ‌personalize‌ ‌messages‌ ‌based‌ ‌on‌ ‌ behavior.
  • Freddy AI helps you score, filter, prioritize, and engage contextually with intelligent prompts.
Pipeline management:
  • Freddy AI analyzes your pipeline and helps you prioritize the right deals to close and drive revenue.
  • Review and act on deals you need to close as they move through stages.
  • Identify bottlenecks in pipeline reports and work towards addressing them.
AI-powered insights:
  • Freddy AI analyzes every deal, providing insights and suggesting the next best steps.
  • Create an accurate AI-powered forecast, improve revenue predictability, and help the sales team take action.
Sales automation:
  • Streamline your sales processes, eliminate time-consuming tasks, automate follow-ups, and save time so you can sell more.
Performance reporting:
  • Interpret data effortlessly with visual analytics and make data-backed decisions to drive revenue.
  • Identify the campaigns, territory, teams, and reps that are leading sales and bringing in the most revenue.
  • Identify the top performers on your team with the sales cycle and velocity reports.
  • Pinpoint which campaigns work and which ones don’t.

Close

Close CRM is designed to help inside sales teams close more deals through its actionable insights. You can track individual sales rep and team performance, get high-level pipeline overviews, and analyze call, email, and SMS success rates.

Key sales tracking features:

Customizable leaderboards:
  • Encourage healthy competition with leaderboards based on the metrics that matter most ‌to‌ ‌your‌ ‌team.
  • Analyze team performance for any given period, benchmark individual rep performance against it, and compare periods.
  • Measure and support each team member based on sales activity, such as emails sent, open and response rates, the number of calls made, minutes spent talking to prospects, and more.
Performance reporting:
  • Compare time-based reports – for example, how did you perform in Q1 this year versus Q4 last year?
  • Act on priority metrics, such as the time spent on the phone and the value of closed deals.
  • Export your data to external reporting solutions without losing critical insights.
Pipeline management:
  • Get a consolidated view of your sales pipeline with a simple drag-and-drop interface, easy ‌customization,‌ ‌and‌ ‌actionable‌ ‌revenue‌ ‌insights.
  • Automate your workflow with “Pipeline View” and get clear insights into your actual and expected revenue.
  • Make accurate predictions on open deals from one place.

Hubspot CRM

HubSpot CRM has an easy-to-use interface with everything inside sales teams need to organize, track, and build better relationships with leads and customers.

Key sales tracking features:

Pipeline management:
  • Get a real-time view of your entire sales pipeline on a clean, visual dashboard.
  • Identify blocks in your pipeline where potential revenue is accumulating, so you can rally your team to close the right deals.
  • Use your sales dashboard to monitor key sales activities, sales quota progress, and the overall value and health of your pipeline.
  • View detailed reports on sales activity, productivity, and individual and team performance.
Contact management:
  • Add company and contact information, log sales activities automatically, and keep records up to date quickly.
  • View every interaction you’ve had with contacts, and use this data to build campaigns that close more deals.
  • Get notified the second a prospect or lead opens your email, clicks a link, or downloads an attachment – and follow up flawlessly.
  • Give prospects the option to connect when convenient with a scheduling link that syncs with your calendar.
Sales automation:
  • Save time on manual data entry so you can send more emails, make more phone calls, and hit your sales targets.
  • Use workflows to automate manual, time-consuming tasks so that you can rotate leads, create deals, and more.

Which Sales Tracking Software is Right for Your Organization?

All of these tools are great options for tracking key sales metrics, but most are geared towards inside sales teams.

If you’re running an outside sales team, then signup for a free demo of SPOTIO to see how the platform can help your team hit its sales targets.