Want to know if your sales team is actually building real relationships—or just sending emails into the void? This guide is for sales managers and reps who are tired of guessing about customer engagement, and want a practical way to track it throughout the sales cycle. We'll walk through using Revegy, a pretty robust (but not magical) tool for mapping, tracking, and managing customer engagement. No fluff, just the steps that actually matter.
Step 1: Get Your Basics Set Up (Don’t Skip)
Before you start tracking anything, you need a clean house. Revegy can’t fix bad data or a messy process. Here’s what to check off first:
- Accounts, contacts, and opportunities should be up-to-date and accurate. Garbage in, garbage out.
- Decide what “engagement” means for your team. Is it meetings? Email replies? Stakeholders brought in? The tool is flexible, but you have to define what’s important.
- Connect Revegy to your CRM. Ideally, Revegy pulls from Salesforce, MS Dynamics, etc. If your integration is half-baked, you’ll chase your tail.
Pro Tip:
Don’t try to track everything. Pick 2–3 engagement signals that actually predict deal progress (like new stakeholder meetings or access to decision makers).
Step 2: Build Out Your Relationship Map
The signature Revegy feature is the relationship map. It’s like a living org chart, but better—because it tracks who’s involved, their influence, and where you stand.
- Add key contacts. Drop in everyone who matters in the deal, not just who’s on your email thread.
- Define roles and influence. Mark who’s a decision maker, influencer, blocker, or champion. Be honest—wishful thinking here just wastes your time.
- Color-code engagement. Revegy lets you flag relationships as “green” (good), “yellow” (neutral), or “red” (weak/no contact). Keep it simple and update as things change.
What works:
The visual map makes it obvious where you’re strong, and where you’re flying blind.
What doesn’t:
Don’t bother mapping every single person in the org. Focus on the 5–10 who actually shape the deal.
Step 3: Log and Track Engagement Activities
This is where the rubber meets the road. Revegy lets you log touchpoints—meetings, calls, emails, site visits—against specific contacts.
- Log interactions right after they happen. You’ll forget by Friday. Treat it as part of your “meeting done” ritual.
- Tag the type of engagement. Was it a discovery call? A demo? A pricing negotiation? This context matters later.
- Attach notes and action items. Don’t just log “Met with Jane.” Write what changed, what’s next, and any red flags.
What works:
Tracking frequency and recency of real conversations—especially with decision makers—gives you a reality check. If you haven’t talked to the CFO in a month, that’s a problem.
What to ignore:
Don’t get bogged down logging every “just checking in” email. Focus on meaningful interactions.
Step 4: Use Revegy’s Engagement Heatmaps and Timelines
Revegy’s dashboards can show you engagement across the sales cycle visually—if you set it up right.
- Heatmaps: See at a glance which accounts are “warm” (lots of recent activity) and which are “cold” (crickets).
- Timelines: Track when key milestones happened (first meeting, proposal sent, etc.) and spot gaps.
- Drill down: Click into an account to see who you’ve actually engaged with, and who’s gone dark.
What works:
These visuals are way better than sifting through CRM notes. Patterns jump out—like, “We haven’t talked to procurement since last quarter.”
What doesn’t:
Don’t treat the heatmap as gospel. One “big” meeting isn’t the same as steady, multi-threaded engagement. Use it as a starting point, not a scorecard.
Step 5: Set Engagement Goals and Alerts
If you want engagement to improve, make it visible and actionable.
- Set minimum engagement standards. For example: every key stakeholder gets a meaningful touch every 2 weeks.
- Use alerts for lapses. Revegy can flag when you haven’t engaged a key contact in X days. Don’t ignore these—go figure out why.
- Review as a team. In pipeline reviews, actually look at the engagement maps. Ask, “Who haven’t we talked to?” not just “What’s the deal stage?”
What works:
This forces focus on real relationship-building, not just “moving deals forward” in a vacuum.
Pitfall:
If you set arbitrary goals (“email everyone every week”), you’ll just create busywork. Make engagement targets realistic and tied to actual deal momentum.
Step 6: Spot Weaknesses and Plan Next Steps
Revegy’s tracking is only useful if you act on it. Use what you see to get unstuck.
- Identify single-threaded deals. If you’re only talking to one person, that’s risky. Plan to expand your relationships.
- Spot red flags. Long gaps, radio silence from key players, or lots of “red” relationships? Time for a strategy shift.
- Plan outreach. Use the map to decide who needs a check-in, who can be a champion, and where to push for introductions.
What works:
This turns vague “keep the deal moving” talk into targeted next steps tied to actual people and engagement gaps.
What doesn’t:
Don’t just admire the dashboard. If you’re not changing your approach based on what you see, it’s just window dressing.
Step 7: Don’t Overcomplicate It
It’s tempting to track every possible action and over-engineer your process. Resist.
- Focus on real signals. Actual conversations, meetings, and access to new stakeholders matter. Activity for activity’s sake doesn’t.
- Review and adjust. If a metric or process isn’t helping close deals or deepen relationships, drop it.
- Keep your team honest. Engagement tracking only works if people update it regularly—and truthfully.
Final Thoughts
Revegy is a solid platform for visualizing and tracking customer engagement, but it won’t magically make your team better at building relationships. The key is to keep it simple, focus on the signals that move deals forward, and be ruthless about what’s useful versus what’s just extra clicks. Start with the basics, iterate as you go, and don’t let the tool become the goal. Actual conversations—and real progress—still matter most.