FA Sales Tip #16: How to Use Technology to Capture and Use Sales Data

A sales process is a powerful tool to manage an experience with intention, increasing your chances to convert. It also provides valuable intel to the business IF you capture and use the data in the right ways.

Listen in for the most important data points to capture, the best system to use and how to get started quickly by keeping it simple.

With you and your team consistently capturing opportunity data you can start to answer many business questions such as:

• How long is a typical sale?

• At what stage are they the longest, where may be need to refine our process or develop new skills?

• How much potential new AUM or revenue can we expect over time?

• Who is driving growth?

• What’s our close rate?

• Where are our best sources of growth?

• And so much more!

Defining your sales process is the first step, institutionalizing it using technology such as a CRM (client relationship management system) or even a simple Excel worksheet is step two. With the right intel you can establish KPIs (key performance indicators) and recurring reports or dashboards that you look at for quick insights into the health of the business and your development efforts.

Learn how to get started!

Access the Sales Process Builder, an interactive template to develop your sales process.