A Complete Guide to Sales Monitoring Systems (With Tips)

By Indeed Editorial Team

Published April 3, 2022

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

Gathering and analyzing your sales data can help you make better decisions about your sales strategy. Using a sales monitoring system may improve your ability to find and understand your sales information. If you're thinking about choosing a sales monitoring system, it can help to understand the uses and features to look for in your programs. In this article, we discuss what a sales monitoring system is, the benefits of choosing one for a company and some tips for finding one that fits your needs.

What is a sales monitoring system?

A sales monitoring system is a software program or connected series of programs that tracks and manages a company's sales information. It can gather and compile information from multiple sources and store sales data about your customers and products. Many sales monitoring systems also have analytics or data visualization tools to help you understand your sales patterns.

Benefits of a sales monitoring system

Here are a few benefits of using a sales monitoring system:

Organization

Effective organization can improve your ability to keep track of your sales information. A sales monitoring system can organize your data based on different criteria, such as customers, products or date ranges. Many sales monitoring systems can also draw information from other programs, allowing you to find and organize data from multiple sources.

Analysis

Analyzing your customer transaction history and other information can help you make decisions that might grow your customer base or improve your sales. A sales monitoring system allows you to gather and analyze different types of data, which can give you better insight into your customer's needs. Many sales monitoring systems also have visualization software, which may improve your ability to understand and present your data.

Coordination

A sales monitoring system allows you to show other members of your team, your supervisor and people in other departments your sales information easily. Keeping your information accessible can help you coordinate with other teams or people working in different offices from you. This can improve your ability to work on group projects and create joint sales solutions with other members of a company.

Reliability

Using a sales monitoring system can help you keep track of your tasks and customers, which may improve the consistency and reliability of your sales. With a consistent sales monitoring system, you can supervise your sales strategies and record your results. This may allow you to repeat sales processes that were effective in the past.

Convenience

A sales monitoring system is a convenient way to store information about a company's sales history. With tools to gather and analyze data, you and your team may have more time or energy to focus on other tasks. Using a sales monitoring system may also make some of your tasks easier by providing accessible information from multiple sources.

Relationships

An effective sales monitoring system can help you improve and maintain positive relationships with your customers. You can use your gathered information to understand what your customers want or need. This may increase customers' faith in your products and improve your repeat sales.

Related: Guide to Customer Relationship Management (CRM)

Inventory

A sales monitoring system may also help you keep track of and manage your inventory. Knowing how much something sells can allow you to anticipate the number of materials you may need to purchase from vendors. Some software programs even allow you to track how much of a certain product you have based on your sales.

Tips for choosing a sales monitoring system

It's helpful to evaluate several components of sales monitoring systems. Here are some features that you may look at when choosing or developing a sales monitoring system:

Lead monitoring

Lead monitoring is the act of tracking your marketing strategies to attract new potential customers, also known as leads. Understanding how well certain strategies attract customers can help you anticipate future demand for your product. This may allow you to improve your lead generation strategies.

Pipeline monitoring

A sales pipeline is a visual representation of your sales prospects and where each of them is in the sales process. It sorts customers into separate stages of the sales process, such as lead generation, negotiating and post-sales, so that you can monitor sales patterns and address any challenges that appear in a particular stage. When choosing a sales monitoring system, try to find one that allows you to analyze customers by stages in the sales pipeline.

Related: What Is a Sales Pipeline? (Plus Template and Example)

Centralization

Keeping track of your sales information is often easier when it's stored in a centralized location. While a sales monitoring system can operate over several programs, centralizing your data can help you and other members of your team find information easily and quickly. Consider using one piece of software for your sales monitoring or find an additional program that consolidates the information from your other tools into a central location.

Sales forecasts

Sales forecasts can help you predict how much of your product people may buy during a specific time period, which may allow you to make important marketing decisions. When choosing your sales monitoring system, try to find software that makes accurate sales forecasts. You can determine the accuracy of a forecast by creating test cases, looking at reviews of the software or using a program for a trial period.

Related: 6 Sales Forecasting Methods To Help Predict Future Sales

Analytics

Analytics is the act of analyzing and interpreting data to make business decisions. Many sales monitoring systems possess some form of analytics software. Using analytics can help you develop sales strategies to increase your customer base or improve sales within your target audience. Consider finding a sales monitoring system that has analytics tools relevant to the company's industry and specific needs.

Related: Complete Guide to Marketing Analytics

Data extraction

Data extraction is the process of collecting information from different sources so that you can more effectively analyze it. Some sales monitoring systems gather data from sources like social media sites, sales history and company emails and then process that data into actionable information. If you have multiple points of data, you may consider choosing a sales monitoring system that has quality data extraction tools.

Interaction history

Many sales monitoring systems allow you to see the interaction and sales history of your customers. Viewing interaction history is important because it allows you to see what your customers are buying, how often they buy the products and any recent changes. Consider finding sales monitoring systems with interaction history menus that you find intuitive and easy to understand.

Inventory management

While a sales monitoring system can help you see your sales history and make predictions for the future, it can also allow you to track and manage your inventory. Linking your inventory management software to your sales monitoring system can help you decide when to order certain products, and the software may notify you when your inventory is low. Try to find sales monitoring software that tracks your inventory or allows you to extract information from an existing inventory management program.

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