Thursday, July 17, 2014

Sales Reporting Tools That Give you the Edge

Sales managers are always looking for a way to hold their sales reps accountable, as are company executives looking for accountability in their sales managers. It’s not an easy thing to accomplish, but by adopting the right technology, you can get your sales department on a more efficient path.

As a sales manager you take a proactive approach to getting the most out of your sales reps. Not every sales rep will stand up and hold themselves accountable for everything they do during the workday, which is why
sales reporting tools are used by to track performance.

In fact, without sales reports, as a sales manager you don’t know where to set the bar – put it too high and you set unrealistic goals, or set it too low and have sales reps completely underperform. In many ways,
accountability begins with a consistent flow of sales reports coming in from your salesforce.

The problem with sales reports is that most reps don’t want to hassle with them. The reporting tools given to a majority of the sales reps in the field today are not made to fit their needs; they are too difficult to learn how to use and they are definitely too time consuming. Most sales reps are forced to come back to the office to submit their reports, which takes them out of their element and hinders their ability to hit their commission goals – all because they have the wrong sales reporting tools. They want to stay in the field and do what they do best – communicate with clients and make sales.

Some sales managers will attempt to make random calls to their reps, checking in on them and making notes about what they’re doing and how they are doing it. They pull this information up later when they get a chance to have a one-on-one coaching session with the rep. The results of these sessions are less than stellar because the information the manager is using as a coaching tool could be inaccurate and definitely not comprehensive.

What you need are sales reporting tools that allow the reps to make their reports quickly and easily from the field. If it’s quick and easy, there is no excuse not to send a report immediately after every sales transaction. Before long, the data begins to paint a picture of how the rep is using his or her time, how they choose to communicate with clients, how often they make follow-ups to clients, how long it takes them to close a sales cycle and many other tidbits that paint an entire mural.

Since every sales rep is probably carrying a smartphone or tablet computer, they need the app created by
Front Row Solutions that matches the company CRM with a mobile reporting solution. Front Row built its mobile app specifically for the salesforce, which means it is easy to use and quick to get sales reports back to the sales manager or vice presidents of any department. Stop losing out on the sales reporting tools you need and go mobile with Front Row.