Hi. I suggest a different question to consider - what information should you be looking at? Many look at the win/lose ratios, or the month end sales or even the number of calls. They are all good but often after the fact. I preferred watching the "pipeline" of business in process and attempt to improve the end result before it gets to far down the sales process.
The following are some of the stages I use: Listing opportunities with a 50%+ success rate is a good place to start(your % could be higher; then quotes or proposals; actual presentations; Follow up; customer review/decision; Commitment to buy and finally sold.
Throughout these stages, comments are logged along with next step strategies & time tables for all to review + incorporating reminders. I typlically reviewed the "pipeline" formally every MOnday and then as things proceeded or needed or developed. The objective I set was to have # items on the pipeline every week. I didn't bother with how they got the leads and or developed quotes...I tried to help manage the end results of those efforts.
I used/still do use ACT! but there are many other products to choose from. Hope this helps.
Steven J Krisfalusy
Business & Technology Architect
www.sjkberinger.com
