Part 7: What Data Is Most Valuable to Your Sales Team?

Sales managers need access to holistic data that gives them a complete picture of their entire operation. This big-picture data helps managers make decisions for the betterment of the company, focusing on high-success verticals and developing techniques for enhanced win percentages.

Sales reps need data, too. They need the kind of data that holds them accountable to specific actions. While sales managers should be focusing on more macro level trends, sales reps can learn a lot from micro level data.

We’ve already covered the prescriptive sales insights most germane to sales managers in part 6 of this series. Now it’s time to explore the types of data that can take your sales team to new heights.

1. Competitive Accountability

As humans, we’re competitive by nature. Sales managers should tap into this instinct to foster a forward-thinking sales team.

Each month or quarter, designate a key performance indicator that has been lacking among your staff and a target to reach. Have a leaderboard for your sales team, showing how they’re performing in that category.

This serves two functions: it lets your sales team know where they stand on a KPI, and it motivates them to do better.

Whether this means win rate or the dollar value of converted deals, keeping your sales team accountable to KPIs will motivate them to stay on target. If the only time they see their sales performance is during weekly or monthly meetings, that leaves them in the dark for too long.

Showcasing KPI progress is a way to keep your sales reps accountable and focused on the micro level numbers that feed into the sales manager’s macro level view. Base’s CRM gives you the tools to do that via our robust Rep Performance Dashboard.

2. Activity Metrics

Activity metrics are helpful KPIs that show exactly what steps your sales team is taking. This includes key metrics such as number of calls made and email click-through rate.

By letting historical data serve as the guideline, you can set regular targets for your sales team to meet in these metrics. If the macro goal set by the sales manager is to decrease the amount of time prospects spend in a certain stage of the pipeline or increase the average size of the deal, focus on the activities most relevant to those goals.

With our sales reporting and analytics, sales managers can generate a best practices guide for their staff, indicating the ideal number of touchpoints at each stage. You can let the data your sales team has already generated be your guide.

When your sales team knows exactly what is expected of them, day in and day out, you’ll see goals and quotas met more often.

3. Pipeline Insights

A major part of succeeding all the way through the sales pipeline is giving your sales team an accurate map.

When they can understand the rationale behind decisions and KPIs, they’ll be more apt to buy in to the long-term plan. Our CRM delivers diagnostic data from the start to the end of the pipeline, so managers can see where the team is succeeding and where more guidance is necessary.

By showing this to your sales team, they’ll have a better idea of how a minor problem early on can snowball into a lost deal. Letting them see pipeline insights allows them to learn more about the department’s overall plan and where their efforts fit in.

Whereas more primitive CRMs simply show your sales team that deals have failed, this gives your sales team a deeper understanding of why and where a deal fell apart.

When your sales team is able to consistently see where they’re losing customers, they can identify the specific issue and work through it.

4. Real-Time Notifications

Being able to fix problems in real-time and take action at key moments of influence is probably the most crucial need among your sales staff.

If your CRM isn’t able to see the road ahead, you can only truly know a problem happened after a deal falls apart. Even then, it’s hard to get quantitative data if members of your sales team are entering reasons for loss differently.

Our CRM shines a spotlight on any potential issues or important events for your sales department. As soon as a key event or roadblock occurs, you can issue a real-time notification to your sales team about a specific task that needs immediate attention.

Examples of effective notifications might include when a prospect views a sent document or replies to an email with negative sentiment. This way, you can alert your team to something happening now to increase their chances of making an impact and closing the deal.

With these insights in mind, your sales team will have a better view of the task at hand and have all the information they need to move your valuable customers through the sales pipeline.

For more insight into your sales reps and how you can help them be successful, I suggest taking a look at this eBook: 5 Reasons Why Your Reps Don’t Want to Use CRM But Should.

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Part 4: What Makes Good Sales Data?

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Part 4: What Makes Good Sales Data?

How do you determine whether or not the data you have is good? Here’s a test to figure out if your CRM is giving you the data you need to make winning decisions.

Uzi Shmilovici

Uzi Shmilovici

March 23, 2017

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