4 Sales Analytics That Tell You Where and When to Focus Your Effort
Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.
Email Quality and Performance
How likely are your sales emails to hit the mark? Give yourself a preemptive performance boost by measuring your communications across analytics collected from millions of other emails, then putting together actionable recommendations that will make those emails even stronger. This would take impossibly long if left in the hands of a human, but a tool like Groove's Wordsmith can return objective results in a very short time.
When Calls Are Most Likely to Succeed
Reaching out to a cold contact can feel a bit like playing the lottery: If your prospect is available to chat, you've won. When you have access to real-time statistics on every aspect of your calls, you can see at a glance which days and times of day your attempts are most likely to be successful. That, in turn, helps your sales team boost their results without increasing the amount of time and resources dedicated to that particular task.
How Well Scripts and Templates Perform
Email templates and call scripts can help your reps make the most of every contact — but if your templates and scripts never change, your success rates won't change either. Tracking the performance of every template and script you use empowers your team to skip the guesswork and use what works best — or tweak scripts or templates that aren't performing up to their potential.
But that's just the start of the benefits: These analytics are also a great tool for gamifying your sales, helping your reps monitor their own success rates, compare them to their colleagues, and incentivizing their progress. Finally, being able to drill down to the finer details of performance gives you a tool for setting clear-cut, measurable, and timely goals for your sales team.
Tracking Account Engagement
Now that you've evaluated the finer details of your approach, it's time for a look at the big picture by tracking engagement at the account level. Having this powerful overview of how each account is progressing helps you preemptively identify where and when more attention is needed on prospects in your pipeline. You can also use the same information to extrapolate which companies are more likely to buy, and when.
This family of analytics also helps you identify trouble areas — for example, deals that are taking too long in the pipeline, or deals that have been over- or undervalued — and resolve them before they become critical issues that might cost you the sale or the account.
Ultimately, the key to boosting sales is empowering your reps with not just the right tools to get the job done, but the right information too. Powerful, real-time analytics give you the means to track what's working and what isn't, identify the best approaches, and adapt so that you'll always be one step ahead of the competition. Better yet, giving your sales team this sort of insight into their own progress, paired with the proper support to help them improve and excel at every step, can be a powerful motivator.