How to Track Cold Calls to Increase Sales


If your sales team does any cold calling, you definitely don’t want to leave money on the table. The best way to maximize your efficiency is to track the results of your sales team using a method that best suits your business.

Important factors to consider when selecting a tracking method for your cold calls include cost, ease of use, customization, and support. By finding the right combination of features, you can maximize the return on investment of your marketing program and minimize inefficiency among your sales staff.

Here are some cold-calling tracking resources for you to consider.

1. Spreadsheets

The most common method used by many sales teams is a spreadsheet created using a program like Microsoft Excel. While the Microsoft Office Suite is not free, many computers have it pre-installed. Other free programs, like Open Office, offer the same functionality. Spreadsheets can be easily customized to include and track information specific to your industry, and the learning curve for using one is relatively small once it is set up.

As with most free systems, however, using a spreadsheet does have its disadvantages. Functionality of the spreadsheet will be somewhat limited unless you have an employee who is well versed in Excel and can utilize the more advanced features of the program. In addition, the spreadsheet is only available on the computer on which it was created unless extra steps are taken to add it to the Cloud and integrate it among other computers and users, which could mean extra time and expense.

2. Salesforce CRM

The majority of sales teams that elect to use third-party software for tracking their cold calls seem to use Salesforce CRM. Salesforce is a completely Cloud-based software, meaning everyone on your sales team can access data in real time and know that it will be accurate and completely up to date. The program also has a clean user interface and is simple to use and integrate into any business.

Salesforce has a variety of pricing plans to meet the needs of any size team, which also ensures your company won’t be paying for services they don’t need. Another selling point is the software completely integrates with Outlook, Gmail, and a few other programs, making communication a breeze.

3. ACT

The ACT system is a widely recognized name in customer relationship management and sales tracking, but comes with a hefty price tag for all its functionality. Users can customize the tracking to fit their individual needs and create detailed reports on nearly any measure they desire. ACT also has good customer support available for anyone who uses their system, and training tutorials are available online.

Because there is a variety of features available in the system, including complete integration with Outlook and Gmail, users may be a bit overwhelmed by the learning curve. Taking this into consideration, along with the higher price tag, this program is probably best suited for larger sales forces with higher volumes.

4. Batchbook

As a newer player to the CRM game, Batchbook is trying to lead strong with many features not seen in other sales tracking software. The software is completely Cloud-based, and all of their pricing plans are for unlimited users, meaning each member of a sales team can track and examine their own results without worrying about incurring additional charges.

Batchbook also integrates with many more programs than competitors’ software, including integration with email marketing software like MailChimp, accounting software like QuickBooks, and even software that manages forms and documents requiring signatures like Formstack. All of this integration makes the potential for Batchbook practically limitless, and at a price point affordable for nearly every small business owner. Their smallest package manages 2,000 contacts and includes unlimited email support for all users. An introductory live training and pre-recorded training videos are also available to minimize the learning curve of this software.

Once you find the method that is right for you, tracking your cold calls will become a benefit, rather than a burden. Good tracking will also results in increased results for your sales team, which means happy employees and greater profits for your business.