A company’s sales team is in charge of contacting and converting leads into customers. This includes events, tasks, calls, emails, and any pre- and post-sales communication with prospects. CRM software tracks your sales team’s activities.
Getting the data isn’t the issue. Making sense of it requires the Zoho Analytics advanced analytics add-on. It generates over 25 reports that visualize sales execution, analyze activity data, and provide deep insights.
How to get the best out of your CRM activities data
Effective Activity Report: Win Rate
Salespeople do various things to close or turn a deal into a potential deal. This report shows sales executives how well their tactics and strategies are working. The graph compares the tasks, calls, events, and more associated with a sale to the monthly deal win rate. This is a great way to see which sales strategies work and which do not.
Effective Activities Report: By Won Deals (or) Potentials
This report helps sales managers track the performance of each salesperson on their team. It tracks a salesperson’s events, tasks, and calls to close a deal. Sales managers can track each salesperson’s efficiency and the level of engagement required to close deals.
Hot Deals (or Potentials) (Top 10): By Activities
In business, not every lead is worth pursuing. Hot Deals (or) Possibilities: The Activities graph allows you to quickly identify the hottest prospects and sort them by their activities. Most active prospects convert better, so aligning your sales team to pursue them will yield better results.
Month-to-Month Trend
Organize your sales team’s monthly activities by activity type to see how many calls, meetings, tasks, and other events they completed. This metric will help determine the most effective activities.
Follow-up on Potentials (or) Leads (or Contacts)
Activating closed deals isn’t enough. The Leads, Contacts, Accounts, and Deals (or) Potentials report allows sales managers to track each salesperson’s total activity for each of these modules. Managers can easily access their sales team’s workload and see how many activities they deal with daily.
Number of Activities to Win Deals
This report summarizes your salespeople’s activities and deals. Your team’s average daily activity and deal-winning rate for each salesperson. This is also useful for identifying your organization’s top sales performers and those who close the most deals with the least effort.
First Response Time (FRT) vs. Conversion Rate
The time it takes to respond to a new potential customer can reveal successful deals. To improve your conversion rate, sales managers can use this report to identify the impact of first responses. It provides a handy correlation between closed deals and first response time.
In Conclusion
Zoho CRM is a powerful tool suitable for both large corporations and small businesses. To make better decisions and improve sales strategies, the Zoho Analytics add-on for Zoho CRM captures sales team activity data and presents it in an interactive design.