Sales tracking can be a complex process for any organization, and even small businesses struggle to keep an eye on the numbers. But they can serve immense value as you may discover valuable insights and better techniques to run the process. You can use diverse ways to track your buyers, depending on the size, scale, and needs of your organization and team. But some rules and best practices regarding sales tracks stay the same, regardless of the size of your business. Here are some proven ones small businesses can rely on.
Rule #1- Prepare an email sequence
Nurturing leads is a vital aspect of lead management. Remember to prepare the entire email sequence for sales, even before sending your first email. It may extend to weeks or months because a single mail and a couple of follow-ups are not enough to understand the efficacy of your campaign. You must track the opens, click-throughs, bounce rates, and replies to determine how well your marketing efforts are doing. A structured email sequence lets you do it.
Rule #2- Revaluate your lead scoring criteria
A lead scoring system helps to track your leads and push them further toward conversions. But lead scoring criteria can change over time. You must invest in a continuous revaluation of the criteria to track how your system performs over time. If the sales-ready leads fail to convert according to your expectations, consider adjusting the criteria you use to determine their sales-readiness.
Rule #3- Leverage tools to ease the process
Sales tracking can get cumbersome for small businesses as managers have much more to do than only keep an eye on leads and sales. Leveraging sales tracking tools is a good way to automate the process and leave your managers ample time to do other things. Luckily, you can rely on these tools to serve accurate and valuable information. Moreover, you get the performance data on one central platform that helps you measure, manage, and coach your teams more effectively.
Rule #4- Focus only on data that truly matters
When you get down to work, you will probably encounter an endless sea of data to gain insights into your customers. But the sheer volume of metrics can get overwhelming, specifically for a small business. You may struggle to make real progress as too much data might split your focus. Sticking to the metrics that truly matter to your goals is a good idea. You may follow metrics like the average time on the website, email open rate, and more.
Rule #5- Define your goals
Defining your goals is another sales tracking rule you must absolutely follow. These may vary from generating more revenue to converting more website visitors into paying customers, improving click-through rates, and maximizing the ROI of your marketing budget. Knowing your goals gives you the right direction from the start so that you get a positive ROI from sales tracking.
Following these simple rules helps small businesses get the most from their sales tracking efforts. Embrace them from the outset to get valuable data for enhancing your campaigns and increasing your revenues.