Many of the sales consultants/speakers say that tracking activities is more important than tracking results. Results are in the past and there is nothing you can do about them now, but current activities will lead to results and this is where the focus should be.
We feel tracking both activities and results can be useful for companies.
Tracking and analyzing results allows you to learn from past efforts and tweak the sales process or procedures. Tracking and analyzing activities and communicating this information to key partners - manufacturers represented, sales managers, other members of a sales team - helps everyone stay on track and focus on the ultimate goals - satisfied, loyal customers and increased sales.
MRSWARE allows you to track both results and current activities.