The sales team of an organization are responsible for contacting leads and converting them into potential customers. This entire process can involve a lot of activities ranging from events, tasks, calls, emails, and any pre-and post-sales communication made with the prospects. CRM solutions capture this information and log the activities of your sales team.
Capturing the data is not the problem. It’s making sense of it and this is where the Zoho Analytics advanced analytics add-on comes in handy. It has more than 25 auto-generated reports that visualize your sales execution, analyze activities data and provide you with deep insights.
How to get the best out of your CRM activities data.
Effective Activity Report: By Win Rate
Salespeople perform a number of different activities to either close a deal or turn it into a potential deal. This report shows sales executives the effectiveness of their sales activities and strategies in winning deals. In the graph, the tasks, calls, events, and more associated with a sale are pitted against the percentage of deals won each month. This is a great way of analyzing which strategies work and which strategies don’t when it comes to the sales reps closing deals.
Effective Activities Report: By Won Deals (or) Potentials
This report helps sales managers in reporting the performance of every sales professional in their team from a granular perspective. It tags all the activities like events, tasks, and calls performed by an individual salesperson to win a deal or potential. Sales managers can measure the level of efficiency of each salesperson and improvement in the level of engagement they need to bring to win deals.
Hot Deals (or) Potentials (Top 10): By Activities
In a business, it is not necessary that every prospect is worth chasing after. With the Hot Deals (or) Potentials: By Activities graph, you can easily identify the hottest prospects and sort them as per the activities associated with them. The prospect with most activities have a better chance of conversion and aligning your sales team to pursue those prospects will provide better results.
Activities Trend by Month
Categorize monthly activities based on activity type for your entire sales team and get a bird’s eye view of how many calls, meetings, tasks, and other events were performed by your sales team. This metric will help in understanding which activities have the best results.
Activities for Leads, Contacts, Accounts, and Deals (or) Potentials
Capturing activities for closed deals is not enough. With the Leads, Contacts, Accounts, and Deals (or) Potentials report, sales managers can keep an eye on the total number of activities performed for each of these modules from every salesperson. This way, managers can easily access the workload on their sales team and see the number of activities they deal with every day.
Average Number of Activities for Winning Deals
This report provides an overview of the number of activities and deals won by your salespeople. It accumulates the average number of activities that a salesperson in your team handles every day and how many of them turn into winning deals. This is also helpful in finding out who the best-performing salespeople are in your organization and the ones who close the most deals with the fewest number of activities.
First Response Time vs Conversion Rate
The time it takes to respond to a potential customer for the first time can give an insight into successful deals. With this report, sales managers can identify the impact of the first response on converting a contact and help in boosting your conversion rate. It provides a handy correlation between deals that were closed and what were the first response time for them.
Takeaway
Zoho CRM is a powerful tool containing a number of features and functionalities suitable for big enterprises as well as young startups. The Zoho Analytics add-on for Zoho CRM captures activities data of your sales team and presents it in an interactive design so that you can make more informed decisions and improve the sales strategies to close more deals. In the absence of in-house technical prowess, organizations can contact several Zoho consultation partners that are not only experienced in implementing the complete CRM solution but can also help with activity monitoring. The guide contains just a few reports available in the Zoho Analytics add-on, there are several more available that can further help businesses in boosting their sales.