Sales Activity Analytics

Do you know at what interval to contact your sales leads in different stages of the sales cycle? Is weekly follow-up with a prospect in qualification stage too little or too often for your business? Decipher tells you the optimal duration between activities at different stage of the sales cycle for winning deals. It also analyzes lost opportunities and provides insights whether longer or shorter duration between the activities is the real cause of lost deals.

We all know what Sales Activities look like, right? Sales Activities are the execution of all your hard work planning and preparing. These activities may include the sales calls and meetings, negotiations or follow-ups, closing a deal or order taking, and relationship building and networking. Easy to manage? Easier when you are prepared and carry out your plan. In order to get the most out of your sales team, it’s essential that target quantities of each of these activities that will produce winning results are identified, and each salesperson’s quantities of activities are measured against the target.

Does your sales team spend too much time on lost deals as compared to won deals? Comparing Average Number of Activities for Losses to Average Number of Activities for Wins will give you insights on when you should take the loss and focus your scarce resources to the next opportunity. The intent is to create a combination strategy that optimizes the activities of your overstressed sales force and supports that optimal approach with a plan that provides clear direction and firm support for their efforts.

One of the most hotly contentious issues between the Sales and Marketing is the topic of lead source quality. Marketing believes they supply quality leads in sufficient quantity. It is Sales who cannot seem to close them. Sales, on the other hand, believes Marketing does not produce enough leads and those that are provided are of poor quality. Organizations faced with this conflict have difficulty finding a means to arbitrate the dispute objectively for the benefit of the business’ results. Decipher provides analysis of the resources consumed by each lead source in terms of sales activities along with the yield of each lead source. These insights make it visible to everyone where the problems are and enable informed decisions, leading to improved sales performance.

As sales deals are worked and won, do you know if all the sales activities are necessary? Optimizing the management of daily sales activities (e.g., total number of calls, number of new prospect presentations and number of new proposals sent out, etc.) uncovers in detail where all the time is being spent during the sales process. Armed with this insight helps dramatically improve ultimate results through smart allocation of scarce time and resources toward clear “goal-achieving” activities.

Are you allocating resources correctly to different types of opportunities (for example, new versus existing business) based on your pipeline, historical conversion rates and revenue generated? Decipher delivers all of these analytics in an easy to use, consolidated dashboard.

When does a lead go cold? How does contact efficiency impact qualification and close rates? The handoff between sales and marketing may be more important than ever before. Timeliness of lead routing may be the most important factor for success. For example, failing to follow up on web inquiries (rather than waiting 24 hours!) may be hurting your chances of making a contact that turns into a sale. The speed of first attempt (“time to first dial”) to a newly generated lead correlates with a significant increase in the number of qualified leads.

Lead generation is an investment for a company. It takes time and effort to gather or create leads, not to mention money. Thousands of dollars may be spent on Marketing, SEO, and purchasing. Each lead is a potential conversion, but lead generation can become an organizational nightmare and a wasted investment if leads are not followed-up on time.

Lead Responsiveness by Reps
Do you know which reps are more efficient in contacting newly generated leads? Does their efficiency correlates with sales results? Decipher provides the insights needed to improve lead response which in turn increases qualified leads and sales results for each rep.

Research indicates that as many as 80% of sales leads are neglected or mishandled. You certainly can't afford that kind of inefficiency with your most critical sales opportunities. Are you tracking leads and opportunities which had no activities today? This week? This month? Sales growth can easily be improved simply from capturing those neglected sales opportunities. To build lasting relationships, you must check in with leads and opportunities on a regular basis.

Too often in sales, the only feedback given to salespeople ties to their results. Certainly, results are important, and they are ultimately the measurement of achievement. Unfortunately, results are not something that can be managed proactively. Results are history – they have already happened. Activity is what is happening -- or indicates what is about to happen! Clearly, activity is the most manageable part of the sales process. And monitoring the trend of open activities and prioritizing them effectively drives sales success.


Activities Overdue

Sales activities drive sales results and if activities are not performed on time then you end up losing business. Decipher provides comprehensive views of all overdue activities in one place so you can act on those first and improve your chances of success.