"If you can't measure it, you can't improve it.” That's one of the most important quotes in business. At least if you want to be data-driven—and who doesn't, right?
Do you want to stay on top of your sales activity and grow a healthy pipeline? Stay tuned! We’ve designed a sales activity tracking spreadsheet for salespeople to keep track of their daily activities of prospecting, calling, and meeting customers.
This spreadsheet won’t substitute the reporting capabilities of your CRM, but by using a few minutes to fill the spreadsheet every afternoon, you will quickly understand the areas you should focus on improving. You might realize that you need to increase your booking hit-rate or that Thursdays are the best day for calling prospects.
Use this sales activity tracking spreadsheet systematically, and you’ll learn how to optimize your daily activities in no time. Let's see next how easy it is.
How to use this sales activity tracking spreadsheet
Step 1 - Prospecting
Prospects need to dig deep. Salespeople, too. Finding potential customers is one of the most arduous and time-consuming stages of the sales process, but much of your success depends on effective sales prospecting. That’s the first thing you want to track to measure your sales activity.
Use this spreadsheet to jot down how much time you spend prospecting each day. After a few weeks, you’ll start uncovering specific trends: do you spend many hours searching the web just to find a handful of best-fit prospects? Closely monitor what needs to change to keep you on target.
Step 2 - Cold calling
Can you tell how many times you call or email a prospect this week? Cold calling is such a repetitive task that you can easily iterate, try different tactics, and improve in a very short time.
Write down how many prospects answered your call and how many meetings you booked. This way, you’ll keep a close look at your hit rate. You’ll learn why you need to improve to perfect your sales script, and what cold calling mistakes to avoid.
With this sales activity tracking spreadsheet you can stay on top of your daily activities of prospecting, calling, and meeting customers.
Step 3 - Meetings held
The number of meetings held is the ultimate metric that informs whether all your previous work (prospecting and calling) produces the desired results.
Meeting a potential customer for the first can be nerve-wracking. I recommend you read this guide to first sales meetings, so that you can anticipate all the hurdles you'll face.
Analyze the results
Spend a few minutes every afternoon filling out the spreadsheet, and you’ll be able to draw some quick, yet clear, insights on how you’re doing and if you’re on target. The information is very straightforward. The prospects left row will show how many prospects you have left. That’s your piggy bank. I recommend that you always have a good number there. And for that, it’s good to maintain a good balance between different activities.
This sales activity spreadsheet will also tell you which are the best days for certain activities. Are you booking more meetings on Wednesdays? Then dedicate more time to call prospects on Wednesdays.
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