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Best Way to Track Multiple Sales Activity Types?

  • 1.  Best Way to Track Multiple Sales Activity Types?

    SILVER CONTRIBUTOR
    Posted 16 days ago

    Good Morning!
    One of my 2020 goals is to find a better way for us to track multiple demos that happen in our software sales funnel. I can't use the Appointment activity type to do this, as we also offer agency services (which are tracked as appointments) and have appointment types we want to track that aren't demos.
    What is the best way to get to the data point that is a demo? I'm hoping to answer the following questions with this data point:

    • How many demos do we give on average per account across all of our prospects in just our marketing automation software funnel?
    • Correlate the number of demos to close percentages
    • Evaluate the number of demos given per sales rep (which would also connect to close percentages)
    I'm thinking the best way to do this is to create some sort of custom Activity and call it Demo, but is that what you all would recommend?
    Thanks for always being so helpful, Community!

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    Natalie Jackson
    Marketing Director & Marketing Automation Strategy
    emfluence Marketing Platform
    Kansas City, MO
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    Conference-CRMUG_200x200


  • 2.  RE: Best Way to Track Multiple Sales Activity Types?

    SILVER CONTRIBUTOR
    Posted 16 days ago
    Hey Natalie,

    A custom activity entity called demo is a great way to go. This will provide you the flexibility you need to capture data specific to the demo, be able to see the activity in the timeline of accounts or opportunities and therefore be able to utilize it within your pipeline reporting. The only drawback is that the activity is only regarding one record. Based on your tracking needs as well as the relationships you would like associated to it, you may want to consider just a custom entity as opposed to a custom activity. This would allow you to have associations to both accounts and opportunities and any other entities you prefer and could therefore provide more angles of visibility, and flexibility and extension for your reporting needs. Either way though you are on the right track!

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    Doug Apicella
    Solution Architect
    Hitachi Solutions America, Ltd.
    Greenville SC
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    Conference-CRMUG_200x200


  • 3.  RE: Best Way to Track Multiple Sales Activity Types?

    SILVER CONTRIBUTOR
    Posted 16 days ago
    Thank you, Doug!
    I hadn't considered a custom entity, but that makes a ton of sense. You're absolutely right that the challenge now is associations, so that might be the best option. What good is the data if we can't associate it!?

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    Natalie Jackson
    Marketing Director
    emfluence Marketing Platform
    Kansas City MO
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    Conference-CRMUG_200x200


  • 4.  RE: Best Way to Track Multiple Sales Activity Types?

    GOLD CONTRIBUTOR
    Posted 15 days ago
    Hello Natalie,

    We have a custom activity type we have our users use for everything and we have a required option set of "Type" with the options of In Person, Phone, etc. so they can categorized the type of interaction they had.  We direct our users to use this custom activity type for all interactions, which makes it a better user experience in my opinion.  You could do the same thing and have an option of demo to then easily see how many demo's you have vs. other types of interactions.

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    Shawn Hickey
    Burns & McDonnell
    Kansas City MO
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    Conference-CRMUG_200x200


  • 5.  RE: Best Way to Track Multiple Sales Activity Types?

    SILVER CONTRIBUTOR
    Posted 15 days ago
    Thanks, Shawn! That's a good idea, too! Can you correlate those activities to Opportunity data?

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    Natalie Jackson
    Marketing Director
    emfluence Marketing Platform
    Kansas City MO
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    Conference-CRMUG_200x200


  • 6.  RE: Best Way to Track Multiple Sales Activity Types?

    GOLD CONTRIBUTOR
    Posted 15 days ago
    Yes!  We have the Regarding field on the custom activity that can be a lookup to an Account, Contact, Opportunity, etc.

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    Shawn Hickey
    Burns & McDonnell
    Kansas City MO
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    Conference-CRMUG_200x200


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