The Sales Tracking Checklist: What To Look For When Purchasing A Sales Tracking Software

Sales Tracking Solutions

Sales tracking solutions are available for a dime a dozen today, each one claiming to be the best sales tracking software in the market, so it can become a real hassle trying to figure out which sales tracking and management solution is actually the best one out there.

Well, we’ve got you covered. In this article, we’ve created a checklist of five things that your sales tracking solution of choice should be able to perform seamlessly. Let’s get started.

Note:?Fieldproxy ?is a great tool to help you with each of these checklist items, so be sure to check them out before jumping the gun.

What Is A Sales Tracking Software

A sales tracking app is an application that allows you to do literally everything related to sales - from taking attendance and recording important notes about the meetings you attend, creating a report for your supervisor at the end of your week on your contacts, as well as getting notifications and alarms for when a meeting you have the following day.

There are a number of different sales tracking apps that are available for Android and iPhone, and they can be used to track any type of sales contract you have. This helps managers direct their sales teams towards more successful leads, optimize conversions, get more prospects, and whatnot.

A sales tracking solution is especially helpful if you are in a business where you need to remember quite a bit about the people who buy from you or use your products and services.

Sales Tracking Checklist

Does Your Sales Tracker Record Time To Complete A Task

Right off the bat, Mean time to complete (MTTC) is one of the most important metrics to measure your field teams. You can think of this as the average time taken for a field team to complete any given job.

This time will include the average work hours calculated from when the technician arrived on site right through to when they left after resolving the problem and returning all tools and equipment into stock.

It doesn't matter if that time is up-sold or not because the reality is people expect things done quickly but don't appreciate massively oversized jobs where there's too much time spent on the job for little return.

The mean time to complete includes not only all-time tracked in the field but also any phone calls and internal work done as well. It might be that you've got a technician who is completing tickets fast but at what cost? If they're spending all their time behind a desk filling out forms and outsourcing jobs, then you may want to think about rearranging or altering some of your processes so they can get out more often. That is how MTTC helps your sales team optimize its work.

Does It Measure Performance Of Each Employee

This will tell us how many times it took a technician to fix the client’s problem. It is a complicated metric that involves a lot of moving parts and getting even the slightest factor neglected can cause a lot of wrong metrics to be fed into the system.

This can lead to more setbacks than if you hadn’t initially even thought of it. Having an?automated field service management system ?can help you by a great margin for calculating these percentages.

Does It Measure When Your Employees Are NOT Working?

Technician idle time is also important to know about so that we can make sure our remote workers are being used to their full capacity. Time spent unassigned in most ticketing systems counts as downtime for a technician but I prefer to see it as time spent planning, reviewing, and doing other things that will be of benefit to the technician in the long term.

For instance, if they've got an hour or two ahead of them before their next job requires their attention, then it would be great to see them spending some time reaching out on social media with customized messages to build up a bigger and more responsive audience for when you need to promote services. Or perhaps by working on creating new sales presentations or mechanisms for generating leads.

If we can make use of this idle time, we’ll be saving money on staffing requirements and ultimately spend less money recruiting replacements should people decide to quit or choose not to renew their contracts.

Does Your Sales Tracker Help With Customer Retention

Customer retention is another key metric that every field service manager needs at their disposal. We want to get as many new customers in the door and on a contract as possible, but it's just as important to keep the ones you've already got happy because otherwise, they'll be moving onto your competitors pretty quickly if they're not completely satisfied with your service levels.

We’re basically saying that for every month that passes without at least one invoice generated by an existing customer, you’re doing something wrong. There may be a problem with the price or quality of services offered, and until it’s solved, more people are going to go elsewhere, leaving you trying to explain why customers seem unhappy.

But the main reason why the customer retention metric is so important is that it gives you an idea of whether there's a major problem that needs fixing quickly before more customers leave. For example, maybe there was an annual service contract renewal due but the customer hasn't contacted you yet over it.

They've got another month to go before their current one expires but still they haven’t picked up the phone or sent in a ticket through their online system. So maybe they're not happy with something and have either canceled or are thinking of canceling their next year's contract etc.

Does Your Sales Tracker Software Help you With Payment Management?

The Service-to-Cash rate is all about how fast your team can take care of things and get paid for them too. If we’re running a field sales business where our technicians do a lot of on-site setup work that is then billed against monthly, hourly, or by the job rate, then we would need to know how this ratio is playing out for our organization, so that we can make sure the field sales team is working as hard as they can in reaching their targets.

Examples include custom PC builds, which take time and effort to build to customer specifications just so you know. Not only does it take extra time to do as opposed to say buying off-the-shelf type components but each one has its own unique set of requirements too such as adding specific sound cards, graphics cards, power supplies, etc so even if you've got an assembly line style tech crew maintaining two machines at once (one running while the other one is being built.

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About Fieldproxy

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