The world of sales is dynamic, and managers should be keeping an eye on their sales process and their reps’ results to keep a finger on the pulse of the most successful techniques.
But how do you know how well your reps are doing? And how can you tell which of your approaches are working and which aren’t?
In this guide, we’ll be looking at the best CRM software to gather, display and use your sales metrics to help you understand the potency of your sales process.
What Are Sales Metrics and How Do They Contribute to Sales Reporting?
Sales metrics are measurable pieces of information relating to your sales process.
As you might suspect, that covers a lot of possible data. Knowing which information to focus on and bring together is something we’ll get onto in a minute, but for now, all we need to remember is any data that relates to your sales process is viable data.
Reporting is how you make use of that information, and this is done through software. Using the sales metrics your CRM software has recorded, users can create dashboards to display their sales metrics in a way that sheds light on how the sales process is going.
Often one sales metric is compared to another to draw a conclusion about the relationship between the two, and using the resulting outcome can help let you know if a particular approach is working out and bringing in revenue.
Common Uses for Sales Metrics
Now we know what sales metrics are and how the information is combined within the software to provide a sales report, let’s look at some examples of Key Performance Indicators (KPIs) that sales metrics can be used to display.
Conversion by sales activity type — you can track the success of your different sales activities by seeing which ones most often lead to prospects progressing down the pipeline. If your cold-email campaigns have a high hit rate but your Zoom appointments aren’t doing as well, you’ll know which approach needs refining
Average Response time — see how long qualified leads in your pipeline are having to wait before your reps approach them, and how this is affecting your deals
Follow up rates — see if any of your leads are falling through the cracks by checking to see the percentage of prospects leads aren’t following up with
Deals won vs. deals lost — see the trend over time for your ratio of won to lost deals, and see if changes to your process produce positive effects on your ratio
Pipeline progression percent — determine the overall percentage of leads in one stage of the pipeline that will make it to the next. Very useful for sales forecasts and ensuring you have enough leads in your pipeline to meet your quotas
This is only a fraction of commonly used KPIs, and discovering useful and unique ways to make use of your sales metrics can be a real boost to your sales team’s success.
The Best CRMs For Reporting Your Sales Metrics
Now we know how to make use of sales metrics and KPIs, let’s take a look at what the Serchen community has rated as among the best CRM software for sales reporting.
Price from: $34 per user per month
Workbooks offers their clients an interesting proposition: whatever you invest in purchasing their software, they’ll match with implementation services to help you achieve your goals.
That means radically reduced onboarding times, as they work with you to understand your business and prioritize what matters most to the success of your company.
But it also means there have a host of powerful features built into the Workbooks CRM to help you understand the sales metrics behind your selling process.
Sales activity tracking — Workbooks helps you build a clear image of your reps and team as a whole’s opportunities.
This means a comprehensive understanding of your reps’ sales activities, as well as knowing what needs to happen next, allowing managers to see which reps are performing to target and which need support to meet expectations.
Workbooks also promises improved resource allocation as you come to understand your KPIs better through their sales activity tracking.
Sales metrics performance — use Workbooks’ sales metrics reporting to identify the parts of your sales process and which leads are the most effective, to ensure you’re spending time and resources on your most successful aspects.
See which reps are on target to close enough sales, and create custom dashboards to improve your conversion rates and sales performance.
Use features such as real-time understanding of your pipeline to get a clear view of your pipeline’s total value and the state of your deals and the reps managing them, as well as understanding your typical sales cycle.
Sales forecasting — Use your custom dashboards to view key real-time information whenever you need it, as well as important information about each deal such as the rep assigned and the potential revenue.
Workbooks helps users identify their most qualified leads and the cases most likely to close, thereby improving the accuracy of forecasts, and with quarterly views, you can see what you’ve achieved and what you’re likely to close.
What our community says about Workbooks:
Cayven — “We moved across from another provider to Workbooks and it has really changed the way we use our systems. The other company didn’t work for us at all. Workbooks has transformed the way we all work – we are now truly automated across departments!”
Jerry — “Great Web-based CRM solution. Workbooks really does the trick and I was impressed by how easy it is taking everything online and streamlining major tasks. Trust me, you won’t be disappointed.”
Dave — “Workbook is a great piece of work and is bar-none the best CRM product out there today! I would recommend this product to any company that is looking for a CRM.”
Price from: $29 per user per month
Commence CRM aims to provide all the powerful features smaller businesses need to succeed in a modern sales world, without the complexity and cost associated with enterprise-level software.
And with businesses using Commence finding a 14-21% increase in sales over their first nine months, they might be on to something. Serchen’s community certainly thinks so!
Part of what makes Commence so attractive is its advanced graphical analytics and reporting features for sales metrics across sales, marketing and customer service.
Pre-built dashboards — while most CRMs limit your data to the sales and marketing aspects of your process, Commence extends the functionality to cover applications from contact management to projects and accounting, meaning you’ll have a whole lot more useful data to work with to refine your sales approach
Reports generator — create custom reports based on any sales metric in your CRM system, giving you the freedom to understand the way your metrics correlate with your success
Real-time interactive dashboard — keep your finger on the pulse with real-time information on the status of your pipeline and the performance of your reps
Historical Trending — use past data to understand where your key issues lie and let Commence help you take action to remedy them before they become a problem
What our community says about Commence:
Jerry — “We needed a CRM solution that could track leads, sales and service tickets, generate e-mail marketing campaigns and provide extensive reporting. Commence CRM has delivered. The product is robust, flexible and the support staff has been exceptional.”
Lonnie — “Commence CRM is an excellent product coupled with a team of highly experienced sales, marketing and service professionals that have helped us get the maximum value from their software. I have worked with the company’s CEO who is one of the most knowledgeable professionals in the CRM market. Highly recommend.”
Denis — “We use Commence CRM in France for managing all customer relationships, leads and sales. What we like best is how quick and easy you can customize the program and it offers excellent multi-level reporting. It’s very easy to use and feature-rich and a fraction of the cost of competitive products with similar functionality. Customer service has been excellent. Highly recommend this company and product”
Price from: $24 per user per month
Positioning itself in the market as the best CRM for Outlook, eWay-CRM helps businesses built around Microsoft Outlook extend their software into a fully-fledged CRM.
Along with an impressive line-up of features integrated directly into the user’s Outlook app, eWay-CRM comes with helpful reporting functionality for users to get the most out of their sales process.
Predefined reports — use the eWay-CRM templates to get real-time insights into what is and isn’t working in your sales process. From company statistics to reps’ timesheets, you’ll have a huge amount of data at your fingertips
What our community says about eWay-CRM:
Dalibor — “Thanks to the eWay-CRM system, we managed to increase our sales, we have an overview of orders and employees. This product is very easy to use. I like the ability to connect to other systems.”
Anita — “I have much more of a handle on the day-to-day client relationships. It is great to have all our clients in one database, we can see what needs to be followed up, we can quantify incoming sales and everyone has access to this database, so as a team, we can cover for each other when needs be.”
Price from: $8 per month
Salezshark calls itself the #1 CRM for growing business, and with a look at its excellent features, you can see why it’s positioned to fuel business growth.
Alongside advanced automation features, free tutorials and an intuitive user experience, Salezshark also provides users with a fully-featured dynamic reporting dashboard.
Dynamic reporting — help your team members understand their strengths and weaknesses by using Salezshark’s dynamic reporting, and give your reps the right training to help them succeed
Key sales metrics — let Saleszshark take the guesswork out of your KPIs by using their highlighted key performance indicators to improve your team’s sales process
Report generator — create custom reports from your CRM by using the Salezshark dynamic reporting software for any occasion, letting you save time that could be better spent elsewhere, or even use prebuilt reports for more common use-cases
What our community says about Salezshark:
Andrew — “SalezShark CRM really helped our sales team in keeping the track of client communication and lead generation. Its layout is super-simple and easy to understand by any layman. Being productive, it is time-saving and enhances my team’s productivity by providing all the features at a single place. I was using SFDC and found SalezShark a much simpler and affordable sales automation tool for SMEs. All contacts, activities, reports, and forecasts are visible at the sales dashboard that is too convenient for me and my team as well.”
Sumeet — “SalezShark CRM is an exceptionally valuable tool to manage client relationships. It encourages us to review the business work with clients, and gives us the alternative of making reports which enables us to streamline the sales process. Another principal and significant part of SalezShark CRM is that it is affordable and thanks to its simple user interface, the teams have adapted to it really quick”
Poonam — “Salezshark has helped me drive my team performance to a whole new level. Metrics-based goals, notifications, reminders and work progress are all I can do whenever wherever with all ease. And it’s going to be easier as the mobile app is launching soon. I am hence a happy and content customer of SalezShark”
Price from: $12 per user per month
OnePageCRM offers a really nice package at an affordable price. With great features available in the cheaper tier, it makes a great choice for businesses on a budget who don’t want to skimp on the power of their CRM.
Plus, OnePageCRM offers excellent reporting features for its price, making it an attractive choice for managers and reps looking for feedback on the sales process.
Real-time activity feed — not only can you examine all your sales data, but you can also do it in real-time so you’ll always be up-to-date with what’s going on in your sales pipeline
Inbox report delivery — whether you’re looking for regular updates on your sales process or want to keep someone else in the loop, then schedule custom sales reports delivered directly to email inboxes on a regular basis
Report generator — decide which metrics you want to compare by creating custom reports in seconds using the OnePageCRM report generator, ensuring you stay up to date with your team’s progress
What our community has to say about OnePageCRM:
Alexis — “This is the perfect CRM software for me as a small business owner. It’s very intuitive and very easy to use because it’s based on the GTD method, which is fantastic to get results!!
“The next action feature and the app integrations (Gmail, easy quotes) are really useful !! If you don’t want to spend a lot and you want to save time, this is the perfect tool for your sales team !! Also, the training course was really good; powerful, concise and direct, just what I need for my daily job.”
Kimberly — “I’ve used many CRM programs before and OnePageCRM has been the best. Not only has my experience with them been wonderful, but also the quality of the platform and how easy it is to use is a game-changer!”
James — “Leave CRM aside for a minute, this is an utterly clever bit of software. Its real power, for me, is that it always seems to present the button you need next, first-class UI. As a CRM, it cuts straight to the chase and is 100% focused on what you are going to do with a contact next, and when. And if you don’t keep up, it is easy to reschedule, but it sits in your periphery until you deal with it. Super powerful. Thank you.”
Put Your Sales Data to Work
Even if you’re not actively recording your sales data, it’s all there in your CRM software ready to be used.
The beauty of sales reporting software is the only input it needs is your team to keep doing its job. The data your CRM gathers from the teams’ sales activities is all you need to gain powerful insights into a whole world of sales metrics and KPIs.
If you have the capacity built into your CRM, then it’s really a no-brainer—you should be taking regular looks at your sales reports because they provide so much useful information about your sales process.
With the insights of sales reports, managers can help their reps improve their techniques, refine the selling process, and deliver accurate forecasts to help the rest of the business’s budget.
And if you’re looking for a CRM, then sales reporting should be on your shopping list of features. Look into the CRMs we’ve recommended here, or check out some of the other CRMs our users have rated the highest on the market to make sure you’re getting a package that suits your business perfectly.