Tracking Buying Behavior: Are They Really Into You Or Not?
A standard practice for assessing the likelihood of a deal closing is tracking selling behavior. If reps are logging activities into their CRM system, a manager can easily see what they have been doing with the prospect-whether they have conducted a qualification call, emailed product information, completed a needs analysis review, sent a “pain review” letter, conducted a presentation or demonstration, submitted a proposal, etc. But, as our 2013 Sales Management Optimization (SMO) study found, an average of only 45.7% of forecast deals are closing today. So tracking what sellers are doing is clearly not enough. What about the other side of the equation: tracking buyer behavior? How often is that happening?
Source: CSO Insights