Software for Sales Managers

Sales Activity Management


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Sales Activity Management

Organizational success can be measured by factors via market acquisition, profits, and even returns on investments. That said, one measurement commonly outshines the others; that measurement is sales. Therefore, keeping track of the number of sales made is essential. It is also  important (if not more) to understand how these sales are achieved. That way, the sales team knows what strategies they should keep employing.

This is where sales activity management comes into play. 

Sales activity management is the practice of monitoring behaviors and actions that lead to a notable surge. In other words, sales activity management can lead to the development of a unified organizational identity through repetition of practices that represent the beliefs of the business and satisfy clients (thus resulting in success that is quantifiable).

Organizations can use sales activity management to decipher what “small” actions are making a difference when it comes to the sales process and use the information to their advantage by instilling this behavior on employees with the goal of using the practice as a tool for future sales interactions.

Scheduling sales activity is one of the first steps towards building an organizational identity. This is because managers can use sales activities that can later be developed into a process as a driver for organizational success. This process can then be followed on a routine basis and thus continuously increase sales (while establishing a culture that is both effective and well-developed). 

In this piece, we will discuss and provide examples of the sales strategy plan, explore the B2B sales funnel, go over the sales activity report, dive into sales territory management, and finally examine sales activity types.

Sales Strategy Plan

In order to be able to monitor sales activities, sales teams must first have a sales strategy. This plan will serve as a blueprint of what the organization aims to achieve, as well as the actions they plan on taking to meet (or surpass) proposed goals. The plan should be detailed and include quantifiable performance indicators, as these will allow for the recognition of practices that are yielding successes as well as those that are resulting unproductive.

Once this plan is developed, organizations must establish an action plan for sales targets. This refers to the development of an approach that will yield the desired results through the adoption of one or more methods consisting of (or in addition to) typical sales activities. The plan should include the approaches as well as how they will be executed.

With this information at hand, it is possible for companies to make informed decisions and truly understand how the activities performed affect the organization both in the short and long run. In the bigger picture, the sales strategy plan can be better described as a representation of where a business is going and how they are planning to get there.

B2B Sales Funnel

Sales activity management can also aid the development and improvement of the B2B sales funnel. Generally speaking, maintaining a sales funnel is a process that consists of acquiring leads through different methods (such as advertising, social interactions, marketing, and more), converting them into leads, and nurturing the relationship with said leads in order to convert them into prospects that may potentially result in sales through pitching.

Managing B2B sales activities can give organizations a better understanding of the strengths and weaknesses at each level of the funnel. At this point, they can adjust their sales strategy to stop activities that are unsuccessful and redirect their resources to those that are increasing sales. An example of this would be an organization realizing a certain online advertisement has an extremely low clickthrough rate and thus deciding to no longer spend money on said advertisement. Instead, the organization can redirect funds that were going to be used for the online advertisement to create a campaign that better resonates with the target audience.

Furthermore, patterns may be quite noticeable and may lead to permanent changes in approaches at different levels of the funnel (developing the organization’s identity through a specific set of practices that are better fitted for them).

Sales Activity Report

The use of a well-developed sales activity plan will provide a business with performance information they can use to improve. This information can be better organized into a sales activity report and can be expressed in different ways. Different types of sales reports include (but are not limited to):

  • productivity reports
  • product performance reports
  • new leads report
  • lead-to-opportunity ratio reports 

In all cases, these reports highlight where a sales team’s strengths and deficiencies lie and what they can do to tighten and refine their approach. That said, the perfect report method will depend upon a company’s goals. Because of this, it is essential for sales teams to come up with concrete sales priorities and to determine how these priorities can be met.

Additionally, it is important to consider other variables and external factors that may be affecting the results highlighted in said reports to prevent making decisions that will actually harm the organization. An example of this could be a notable decrease in sales during times of nation or world-wide economic hardships (as assuming that the decrease in sales is the organization’s fault would not be correct in this case).

Strategic Sales Plan Examples

 Starting a sales plan from scratch may be a daunting task. There are many factors to consider. It is important to remember that sales plans can change throughout the process. In fact, sales teams should always be asking questions concerning how to shape their strategy for the better.

 A good first step to take may be looking at different strategic sales plan examples and following one that is applicable to the company (after making adjustments to fit the characteristics, goals, and approaches of the business).

Additionally, once a strategic sales plan is in place, utilizing a sales action plan template can be a great start. Using these tools will provide guidance and lead to a focus on what companies plan to achieve and how they plan to achieve it. A sales template may include a wide range of valuable information, including:

  • The name of all your leads
  • Where your leads are in the sales funnel
  • Strategies for converting specific leads
  • How to start a meaningful conversation with leads

 Finally, once the action plan is put in motion, sales teams will want to chart their progress closely. Luckily, available tools such as the sales report excel template can be utilized to display information gathered in a way that is organized, easily digestible, and productive. With this information, managers can then make necessary changes to increase productivity and increase sales.

Modifications may be made to the templates to gather only the information that will truly serve the organization as time progresses. The most important thing to remember about sales templates is that they are starting points. No sales team should feel pressured to follow them rigidly.

Sales Territory Management

Sales territory management refers to the understanding of sales segments in physical areas and the proper use of resources to target said segments. In other words, it refers to management of information on how markets respond to services based on their physical location. Having information on client preferences and characteristics in a territory can be helpful when developing a sales activities plan, as it is much easier to allocate resources and use them wisely when you know where to use them. This can save the entire team plenty of time so that they can focus more on closing sales.

Gathering information on clients within a territory allows a company to come up with ways to better approach said clients and yield more sales in the process. In fact, management of this information is a crucial part of sales activity management.

The most valuable aspect about mastering sales territory management is simple: once you devise one plan, it can easily be applied to other markets. For example, in the early stages of development, you may find that your software appeals mostly to small tech companies. However, as you develop and perfect it over time, its reach expands to appeal to even larger markets, primarily in larger cities.

You can scale your sales territory management plan with this in mind and come up with techniques that make sense for the new market. With proper management, companies can even “test” the effectiveness of their current approaches and make adjustments as needed until they achieve a strategy that works.

 In any case, a company with proper sales territory management will be able to develop a good idea of how a market will respond to their offerings.

Sales Activity Types

Although some may think of sales as simply the exchange of a service for money, there are many daily sales activities that must take place before arriving at that point. Businesses need to find leads, develop relationships with potential buyers, create an offering that is desirable, and more. In fact, there are even different sales activity types.

To begin, quantitative sales activities are those that can be measured numerically and are easily expressed. These can be used to represent things such as average number of visits to a website or number of downloads. 

On the other hand, qualitative sales activities are much more subjective in terms of results and are more difficult to measure and represent. An example of a qualitative sales activity is nurturing a relationship with a potential client through engagement on social media or even a phone call.

Depending on the business, organizations may use a different mix of sales activities to increase sales. These activities can vary but may (and often do) include contacting new or existing customers, following up, developing relationships, qualifying leads, and more.

Upon successful selling over time (not only at closing), organizations can expect an increase in sales as a result of their use of information gathered.

Want to learn more about everything that an excellent sales activity management system has to offer? Be sure to take a look here for more info!

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