By Amanda Roosa
Many companies use Excel as their sales tracker tool. It’s one of the most popular database organization tools, so sales teams assume it’s the best software for tracking their activity. The reality is Excel isn’t an ideal sales tracker. It’s a complex software that can be a bottleneck for reps without Excel skills. More dangerously, Excel leaves room for error as a manual tool and limits analysis to hard-to-learn formulas and formatting.
In this article, we’ll break down in detail* *why Excel is an ineffective sales tracker, as well as provide a more effective solution for improving sales success. Let’s start by explaining why a sales tracker is so important for your team.
Why do you need a sales tracker?
Without a sales tracker, it would be nearly impossible for a manager to oversee the chaos of a typical sales day. They’d have to keep track of hundreds of sales calls, thousands of emails and constant changes to the pipeline.
With a dedicated sales tracker, reps can record their own daily activities, processes, and tasks—allowing managers to focus instead on identifying and solving the underlying bottlenecks in the sales process.
Why Excel is an ineffective sales tracker
Excel is a fine tool for storing information. Gaining insights from that information, however, requires in-depth knowledge of Excel’s complex rule-sets, formulas, and functions. It takes a lot of time to learn how to use it correctly.
Plus, large spreadsheets loaded with rows and columns of data aren’t the easiest on the eyes. The slew of data makes it hard to find errors, and even harder to gain insights at a glance. Excel comes with many other challenges as a sales tracker. Let’s take a look at a few of them.
Manual data entry is prone to human error
Any form of data entry that relies on manual input is prone to error. This is where Excel becomes more of a problem than a solution. Reps have to be 100% accurate when they enter data to ensure insights are accurate, which is simply not realistic.
What’s worse is that Excel’s interface does not make it easy to notice or fix errors. Excel entries aren’t automatically time- or name-stamped, so pinpointing a mistake after the fact like finding a needle in a haystack. The effectiveness of a sales tracker depends on accurate data—and Excel leaves far too much room for inaccuracies.
Excel’s steep learning curve is hard to master
Sales tracking involves huge amounts of data. To process that much information in Excel, you need a high level of experience with the software.
For example, let’s say you want to create a report that tells you what leads were lost between April 10 and May 22, specifically due to disqualification. Compiling that report from a historical pool of lead management data requires knowing how to implement complex Excel-based formulas and formatting. It takes valuable time and resources to learn how to master Excel as a sales tracker, potentially reducing your team’s productivity.
Real-time activity monitoring is a challenge
To identify …read more
Read more here:: B2CMarketingInsider