Tracking Sales Activity
All sales activities are stored on opportunity, lead, prospect, and customer records. For sales reps, this is a convenient way to keep the activity history in a centralized location. For managers, this lets you monitor your sales reps' dealings with their customers.
These records include phone calls, events, tasks, contact information, and the transaction history and items purchased by the customer.
Viewing this information can help you determine whether your sales reps are working well with their customers. Sales managers use sales activity reports, snapshots, and KPIs to see activity data.
For example, Wolfe sales managers show the Top 5 Sales Rep by Activity report snapshot on their dashboards. This snapshot lists the five sales reps that created the most activities when working with customers.
To show the Top 5 Sales Reps by Activity snapshot:
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Go to the Home tab, and click Personalize.
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In the Add Content portlet, click Report Snapshots.
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Click Standard.
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Click Sales Reps by Activity.
Click the Top Sales Rep by Activity snapshot to go to the Sales Activity by Sales Rep Summary report. This report shows the number of activities entered by each of your reps. You can click the number in the Activities column to see more detail.
The following activity reports are available on the Reports page:
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Sales Activity Summary / Detail – These reports show the total number of sales activities grouped by sales rep for the date range you choose.
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Sales Activity by Customer Summary / Detail – These reports show the total sales activities grouped by customer for the date range you choose.
When Wolfe sales managers notice a rep is not communicating enough with their customers, they can develop a strategy to increase the rep's productivity.
For example, a customer that does not return phone calls might respond better to other forms of communication. The sales manager might recommend sending email to the customer instead.