Tracking Buying Stage Focus by Department/Role

Brandon McBride

I'm meeting with my ops guy later this week on this to see if it's possible, but some of you may already know if it is or isn't possible.

In fact, the folks at 6Sense are probably already doing it.

My plan is to stamp the account's buying stage to an activity in Salesforce at the time of an activity. I already have a report showing activities by buying stage, broken down by AE and BDR. Of course, this uses current buying stage, so it's shaky and loses accuracy the further back you go. Even so, it does show us if sales is spending too much time on Awareness stage accounts, for example.

With a more accurate tracking method in place, I can definitively report where our focus is and what needs to change.

I will update this as I move along. If you have experience doing something like this already, I would love to hear how you did it so we can execute on our end.