Sales activity tracking has become essential for B2B companies that need visibility into pipeline health, rep performance, and deal progression. Without proper tracking, sales teams lose deals to competitors, miss forecasting accuracy, and struggle to identify which activities actually drive revenue.
This guide reviews 15 of the best sales activity tracking software options available for B2B organizations. Whether you need automated activity capture, AI-powered insights, or deep CRM integration, we'll help you find the right fit for your team's size and complexity. We've evaluated each tool based on ease of implementation, feature depth, pricing transparency, and suitability for different sales motions.
In-depth analysis of each platform to help you make the right choice.
#1
People.ai
Top Pick
Best For: Enterprise and mid-market B2B sales teams seeking AI-driven activity automation and predictive intelligence
People.ai stands out as the leading AI-powered sales activity tracking platform designed specifically for modern B2B sales organizations. The platform automatically captures all customer interactions across email, calls, meetings, and CRM systems without requiring manual data entry. This autonomous approach eliminates rep friction while providing complete activity visibility that drives accurate forecasting and coaching insights.
Pricing: Custom pricing based on team size and data volume; typically $50,000+ annually for teams of 20+
Key Features
Autonomous activity capture from multiple channels
AI-powered opportunity scoring
Conversation intelligence from call recordings
Predictive deal progression insights
Customizable forecasting models
Pros
+Eliminates manual activity logging burden on sales reps
+Provides highly accurate deal health indicators through AI analysis
+Integrates with major CRM platforms and communication tools
+Delivers actionable coaching insights based on activity patterns
+Enables data-driven sales forecasting with confidence levels
Cons
-High cost may exceed budgets for early-stage startups
-Implementation requires significant data setup and training
-Dependent on quality of existing CRM data
Verdict
People.ai is the premium choice for organizations that can invest in activity intelligence. The AI-driven automation ensures 100% activity capture while the predictive insights directly impact forecast accuracy and sales outcomes. Best for Series B+ companies prioritizing data-driven sales management.
#2
Aviso
Best For: Sales leaders who need predictive insights alongside activity tracking to improve forecast accuracy and deal closure rates
Aviso combines activity tracking with revenue intelligence and predictive forecasting specifically designed for B2B sales teams. The platform captures activities automatically and uses machine learning to identify early warning signals in deals, surface at-risk opportunities, and recommend actions that historically led to wins. It provides managers with the visibility needed to make proactive coaching decisions.
Pricing: Custom pricing; typically $40,000-$80,000 annually depending on team size and feature set
Key Features
Predictive deal scoring and opportunity health indicators
Automated activity capture and logging
Real-time deal alerts for at-risk opportunities
Coaching recommendations based on activity patterns
Executive dashboard with revenue predictions
Pros
+Reduces forecast inaccuracy through predictive modeling
+Surfaces risk signals before deals slip away
+Provides specific coaching actions based on win/loss patterns
+Strong integration with Salesforce ecosystem
+Helps reps focus on high-probability opportunities
Cons
-Setup requires data cleaning and historical activity alignment
-Steep learning curve for managers unfamiliar with predictive metrics
-Pricing may be restrictive for early-stage companies
Verdict
Aviso delivers strong value for sales organizations where forecast accuracy directly impacts board reporting and investor relations. The predictive component transforms activity tracking into actionable revenue intelligence. Ideal for Series A+ companies with 15+ person sales teams.
#3
Dooly
Best For: Mid-market B2B sales teams using Salesforce or HubSpot who want aligned visibility without heavy implementation
Dooly simplifies sales activity tracking with a lightweight, team-focused approach that keeps sales teams and managers aligned on deal status. Rather than replacing your CRM, Dooly layers on top of Salesforce or HubSpot to provide real-time visibility into team activity, pipeline health, and individual rep performance. The 'one-number' interface gives managers immediate visibility without constant status update meetings.
Pricing: Starting at $45/user/month; scales with team size and features
Key Features
One-number pipeline overview
Real-time activity feeds from CRM
Deal stage activity tracking
Manager coaching dashboards
Integration with Salesforce, HubSpot, and Slack
Pros
+Minimal implementation time and training required
+Lightweight interface that doesn't slow down reps
+Excellent Slack integration for daily standups
+Clear visual representation of pipeline health
+Affordable pricing compared to enterprise solutions
Cons
-Limited to teams already using supported CRMs
-Does not capture email or call activities directly
-Fewer predictive intelligence features than competitors
Verdict
Dooly is the pragmatic choice for growing B2B sales teams that want CRM activity visibility without enterprise complexity or cost. It excels at team alignment and manager coaching. Best for Series A companies with 10-30 person sales teams using modern CRM platforms.
#4
Scratchpad
Best For: Sales teams that want better CRM hygiene and real-time deal visibility without replacing their existing platform
Scratchpad provides a lightweight activity tracking layer specifically designed for sales reps to update deal status and log activities in real-time. The platform emphasizes ease of use with minimal data entry friction, allowing reps to record next steps, customer feedback, and activity summaries directly from the deal view. It's built for CRM users who want better activity visibility without abandoning their existing system.
Pricing: Starting at $30/user/month with volume discounts available
Key Features
Real-time deal updates and activity logging
Next steps and follow-up task tracking
Deal stage progression visibility
Activity feed and history
Lightweight design prioritizing simplicity
Pros
+Very affordable entry point for sales teams
+Minimal training required due to intuitive interface
-Smaller feature set compared to enterprise platforms
Verdict
Scratchpad is ideal for growing B2B companies that need better activity tracking and CRM hygiene without significant investment. The affordable pricing and ease of use make it excellent for teams where rep adoption is a concern. Best for pre-Series A through Series A companies with limited compliance requirements.
#5
Zendesk Sell
Best For: Mid-market B2B companies seeking an all-in-one CRM solution with integrated activity tracking and strong mobile experience
Zendesk Sell provides integrated activity tracking as part of a full-featured CRM platform designed for B2B and B2C sales teams. The platform combines contact management, deal tracking, and built-in activity logging with email integration and mobile access. It's positioned as an alternative to Salesforce for mid-market companies seeking an approachable, modern CRM with activity management baked in.
Pricing: Starting at $25/user/month for basic features; $50+/user/month for advanced capabilities
Key Features
Integrated activity logging and tracking
Email and calendar integration
Mobile-first CRM design
Built-in forecasting and reporting
Strong mobile app for field teams
Pros
+Lower cost than Salesforce for small-to-mid teams
+Intuitive interface designed for ease of adoption
+Email integration simplifies activity capture
+Good reporting and forecasting built-in
+Strong mobile experience for remote sales teams
Cons
-Less extensive customization than Salesforce
-Smaller app ecosystem compared to enterprise platforms
-Limited AI and predictive features
-May require additional tools as company scales
Verdict
Zendesk Sell is an excellent choice for B2B sales teams that want activity tracking without the complexity and cost of enterprise CRM solutions. The integrated approach and modern UX make it attractive for Series A companies transitioning beyond spreadsheets. Best for teams of 5-50 people without complex custom requirements.
#6
Salesforce Revenue Cloud
Best For: Large enterprise B2B companies with complex sales processes, multiple product lines, and sophisticated forecasting requirements
Salesforce Revenue Cloud represents the enterprise-grade solution for B2B organizations that need comprehensive sales activity tracking integrated with forecasting, configuration, and advanced pipeline management. Built on the Salesforce platform, Revenue Cloud combines Sales Cloud with forecasting and analytics capabilities to provide complete visibility into sales activities and revenue outcomes across large, complex organizations.
Pricing: Custom enterprise pricing; typically $100,000+ annually for mid-size implementations
Key Features
Einstein activity capture
Advanced forecasting with multiple methodologies
Sales Cloud with full customization
Einstein Analytics integration
Complex workflow and approval automation
Pros
+Most comprehensive feature set on the market
+Highly scalable for large enterprise organizations
+Deep integration with Salesforce ecosystem
+Strong AI and predictive capabilities via Einstein
+Extensive customization possible for complex sales processes
Cons
-Very high implementation cost and timeline
-Steep learning curve requiring dedicated training
-Requires extensive CRM discipline
-May include features not needed by smaller teams
-Expensive user licensing
Verdict
Salesforce Revenue Cloud is only appropriate for large enterprises with dedicated sales operations teams and significant technology budgets. The investment is justified for Fortune 500-level sales organizations with hundreds of reps and complex sales processes. Not recommended for Series B companies or smaller organizations.
#7
Xactly
Best For: Enterprise B2B organizations with complex sales compensation plans and multi-level commission structures
Xactly specializes in sales performance and compensation management with integrated activity tracking capabilities. The platform connects sales activities to compensation outcomes, making it ideal for organizations where activity metrics directly tie to incentive payouts. It's particularly strong for enterprises with complex commission structures and multiple business lines that need to track activity-to-payout relationships.
Pricing: Custom enterprise pricing; typically $50,000+ annually based on complexity
Key Features
Sales compensation management and tracking
Activity-based commission calculations
Multi-level commission structures
Automated payout administration
Compliance and audit reporting
Pros
+Eliminates manual compensation calculations and disputes
+Creates clear activity-to-reward visibility for reps
+Strong compliance and audit capabilities
+Integrates with major CRM and HR systems
+Handles complex multi-territory compensation
Cons
-Steep learning curve for setup and configuration
-High implementation cost and timeline
-Primarily compensation-focused, not activity-first
-May be overkill for simple commission plans
-Requires dedicated admin resources
Verdict
Xactly is the specialized choice for large enterprises where sales compensation is complex and activity tracking serves primarily to support commission calculations. Best for companies with 100+ person sales teams and intricate incentive plans. Not suitable for companies with simple compensation structures.
#8
Pavlov
Best For: B2B sales organizations focused on rep development and coaching where call quality directly impacts win rates
Pavlov focuses on sales coaching and behavioral improvement by capturing and analyzing sales calls and activities. The platform records customer conversations, transcribes them, and uses AI to identify coaching opportunities based on rep behavior and best practices. It's designed to improve rep performance through data-backed coaching rather than just tracking activity for activity's sake.
Pricing: Custom pricing based on call volume and team size; typically $20,000+ annually
Key Features
Call recording and transcription
AI-powered coaching insights
Best practice identification
Rep scorecards and performance tracking
Manager coaching dashboards
Pros
+Delivers actionable coaching insights from real calls
+Helps identify and replicate winning sales behaviors
+Improves rep onboarding through call analysis
+Reduces time spent in coaching sessions
+Provides objective, data-backed coaching
Cons
-Requires rep buy-in for call recording
-Pricing based on call volume can scale quickly
-Primarily coaching-focused, not full activity tracking
-May have compliance considerations in certain regions
-Setup requires defining best practices
Verdict
Pavlov is ideal for B2B sales organizations that prioritize rep development and see coaching as a key competitive advantage. The call analysis generates immediate, practical coaching opportunities. Best for mid-market and enterprise teams where improving close rates directly impacts revenue. Series B+ recommended.
#9
BoostUp
Best For: Growing B2B companies scaling sales teams that need to maintain activity standards and rep performance consistency
BoostUp combines activity tracking with sales enablement and coaching tools designed to improve rep performance. The platform tracks activities, identifies gaps in rep behavior, and recommends training or coaching interventions based on performance data. It's particularly useful for organizations scaling sales teams and needing to maintain consistent quality and activity standards across reps.
Pricing: Custom pricing; typically $15,000-$40,000 annually depending on team size
Key Features
Activity tracking and performance monitoring
Coaching workflow automation
Sales enablement content integration
Rep performance scorecards
Training recommendation engine
Pros
+Strong focus on rep improvement and adoption
+Helps scale consistent sales processes
+Identifies training needs automatically
+Good for companies building sales operations
+Relatively affordable compared to enterprise solutions
Cons
-Limited advanced analytics compared to larger platforms
-Requires clear definition of performance standards
-Setup requires identifying best practices
-Smaller user base means fewer integrations
-May lack deep CRM customization options
Verdict
BoostUp is well-suited for Series A/B companies actively scaling sales teams who need to maintain quality and activity standards across growing headcount. The coaching automation helps build sustainable sales processes. Best for organizations prioritizing team development alongside activity tracking.
#10
Growblox
Best For: Mid-market B2B sales organizations that want activity-based forecasting without enterprise-level complexity
Growblox specializes in sales operations and activity-based forecasting for mid-market B2B companies. The platform captures activities and converts them into predictive forecasts by analyzing historical relationships between activity patterns and deal outcomes. It's designed for sales leaders who want to move beyond static forecast meetings to dynamic, activity-driven predictions.
Pricing: Custom pricing; typically $25,000-$50,000 annually
Key Features
Activity capture and tracking
Activity-based forecasting
Pipeline visibility and reporting
Deal stage prediction
Manager coaching dashboard
Pros
+Improves forecast accuracy through activity correlation
+Identifies activity patterns that predict deal success
+Reasonable implementation timeline
+Good balance of features and simplicity
+Helps identify underperforming activity patterns
Cons
-Requires 6+ months of historical data for accuracy
-Smaller feature set than enterprise platforms
-Limited customization for complex sales processes
-Requires strong CRM data hygiene
-Custom pricing may be negotiable
Verdict
Growblox is the right choice for ambitious mid-market B2B sales teams that want to move beyond intuition-based forecasting. The activity-based approach provides a concrete, repeatable forecasting methodology. Best for Series B companies with 15-50 person sales teams.
#11
Tout
Best For: B2B companies with social selling strategies or teams that communicate heavily through LinkedIn, email, and messaging
Tout focuses on social selling and multi-channel activity tracking, particularly for teams that leverage social media, email, and messaging platforms for customer outreach. The platform tracks activities across these channels, measures social engagement, and provides insights into which channels and messages drive responses. It's especially relevant for B2B companies using account-based marketing or social selling strategies.
Pricing: Custom pricing; typically $15,000-$40,000 annually
Key Features
Multi-channel activity tracking
Social engagement metrics
Email activity monitoring
Message template tracking
Campaign-level activity reporting
Pros
+Tracks activities across multiple communication channels
+Measures social selling effectiveness
+Helps identify best-performing messaging
+Good for teams using account-based marketing
+Provides team collaboration features
Cons
-Requires integration setup across multiple platforms
-Less useful for teams with traditional phone/meeting-heavy sales
-Limited CRM replacement capabilities
-Smaller feature set compared to full CRM solutions
-May require ongoing platform maintenance
Verdict
Tout is ideal for modern B2B sales teams that have adopted social selling and multi-channel outreach strategies. The activity tracking across channels provides valuable insights into which approaches drive engagement. Best for Series A/B companies selling through digital-first strategies.
#12
Reckon
Best For: B2B companies in regulated industries requiring detailed activity documentation for compliance and audit purposes
Reckon provides detailed activity logging and compliance-focused tracking designed for regulated B2B industries. The platform emphasizes meticulous record-keeping for audit and compliance purposes, making it particularly valuable for financial services, healthcare, and other regulated sectors. It ensures all sales activities are documented according to compliance requirements with immutable records.
Pricing: Custom pricing based on compliance requirements and team size
Key Features
Detailed activity record-keeping
Compliance documentation
Audit trail and immutable records
Activity categorization and tagging
Compliance reporting
Pros
+Ensures compliance with regulatory requirements
+Creates defensible audit trails
+Reduces compliance risk and penalties
+Organized record-keeping for investigations
+Strong security and data protection
Cons
-More complex setup than basic activity tracking
-May be overkill for non-regulated industries
-Limited advanced analytics features
-Focused on compliance vs. sales optimization
-Custom pricing can be expensive
Verdict
Reckon is essential for B2B companies operating in regulated industries where activity documentation directly impacts compliance risk. The detailed record-keeping and audit capabilities justify the cost for regulated sectors. Not recommended for companies without specific compliance requirements.
#13
Weflow
Best For: B2B organizations with defined sales methodologies and processes that need workflow automation and activity consistency
Weflow provides workflow automation with integrated activity tracking designed to help sales teams execute consistent processes. The platform automates repetitive tasks, triggers activities based on deal events, and ensures teams follow defined sales methodologies. It's particularly useful for organizations that have invested in sales training and want to ensure methodologies are consistently executed.
Pricing: Custom pricing; typically $20,000-$50,000 annually
Key Features
Sales workflow automation
Event-triggered activities
Process enforcement
Activity tracking and monitoring
Integration with major CRM platforms
Pros
+Ensures consistent execution of sales methodologies
+Reduces manual activity tracking burden
+Automates repetitive administrative tasks
+Helps enforce best practices across team
+Improves team compliance with defined processes
Cons
-Requires clear process definition before implementation
-Setup complexity can be significant
-May feel restrictive to experienced reps
-Limited to users that embrace workflow approach
-Smaller company with fewer integrations
Verdict
Weflow is the right choice for organizations that have invested in sales training and methodology and want to ensure consistent execution. The workflow automation prevents shortcuts and maintains process discipline. Best for Series B+ companies with 20+ person teams and defined sales processes.
#14
Salesforce Einstein Analytics
Best For: Enterprise Salesforce customers needing predictive analytics and AI insights on top of their existing activity tracking
Salesforce Einstein Analytics provides AI-driven insights on top of Sales Cloud activity tracking and CRM data. The platform analyzes historical activities and outcomes to predict deal progression, identify at-risk opportunities, and recommend actions. It's designed for Salesforce customers seeking advanced analytics without implementing a separate platform.
Pricing: Custom pricing; typically add $30,000-$100,000+ annually to existing Salesforce costs
Key Features
Predictive deal scoring
AI-powered insights and recommendations
Activity analytics and reporting
Automated anomaly detection
Executive dashboards
Pros
+Leverages existing Salesforce investment
+Strong predictive capabilities powered by Einstein AI
+Reduces need for separate analytics tool
+Integrates seamlessly with Sales Cloud
+Continuously learns from new activity data
Cons
-Adds significant cost to Salesforce implementation
-Steep learning curve for users unfamiliar with analytics
-Requires high-quality historical data
-Limited value for non-Salesforce organizations
-Customization can be complex
Verdict
Einstein Analytics is only valuable for organizations already heavily invested in Salesforce with dedicated sales operations teams. The AI insights are powerful but require significant data quality and user expertise to leverage effectively. Not recommended for companies just implementing CRM.
#15
Kantata
Best For: B2B companies in professional services and project-based sales selling complex solutions with implementation dependencies
Kantata (formerly Mavenlink) provides project-based and professional services sales tracking designed for B2B companies selling complex, project-based solutions. The platform combines project management, resource forecasting, and activity tracking in a unified system. It's particularly relevant for companies selling implementation-heavy solutions where project delivery is tightly connected to sales.
Pricing: Custom pricing based on team size and project volume; typically $30,000-$100,000+ annually
Key Features
Project-based sales tracking
Resource forecasting and capacity planning
Professional services accounting
Activity and time tracking
Integrated project management
Pros
+Connects sales activities to project execution
+Provides accurate resource availability forecasts
+Reduces margin leakage from accurate project costing
+Helps ensure sales promises match delivery capacity
+Unifies sales and delivery teams
Cons
-Overkill for transaction-based sales models
-Complex setup for companies with varied project types
-Steep learning curve for teams unfamiliar with PSA tools
-Higher cost than simple activity trackers
-Requires integration with accounting systems
Verdict
Kantata is essential for B2B professional services and project-based sales organizations where project delivery feasibility directly impacts sales success. The integration of sales, project management, and resources prevents the common problem of overselling. Best for Series B+ companies in professional services.
Frequently Asked Questions about best sales activity tracking software for b2b
B2B companies should prioritize three core factors: (1) CRM compatibility - ensure the tool integrates with your existing CRM without requiring manual data re-entry, (2) Activity capture methodology - decide whether you need automatic capture from multiple channels or if rep-entered data suffices, and (3) Specific use case alignment - identify whether you need activity tracking for forecasting accuracy, compliance documentation, rep coaching, or compensation management. For early-stage companies, start with affordable options like Scratchpad or Zendesk Sell that provide solid activity visibility without enterprise complexity. As you scale and revenue impact increases, platform selection should focus on how activity insights drive forecast accuracy and coaching effectiveness. Consider implementation timeline and required resources before committing to enterprise solutions.
Automated activity capture (like People.ai and Aviso) pulls activities directly from email, calendar, calls, and CRM systems without requiring rep data entry, eliminating friction and ensuring 100% capture. Manual logging (Scratchpad, Zendesk Sell) requires reps to enter activities themselves, which typically results in 60-80% capture rates but is simpler to implement and often preferred by reps who value simplicity. Automated capture works best for organizations focused on predictive forecasting and data-driven coaching where completeness matters more than adoption friction. Manual logging works for companies prioritizing rep ease-of-use and CRM hygiene without sophisticated analytics requirements. The best choice depends on your team's tech adoption level, the maturity of your sales process, and whether activity completeness directly impacts your revenue management decisions.
Pricing varies dramatically based on sophistication and company size. Lightweight solutions like Scratchpad start at $30/user/month, making them accessible for early-stage teams with 5-10 people ($1,500-$3,000 monthly). Mid-market platforms like Dooly ($45/user/month) and Zendesk Sell ($25-$50/user/month) cost $7,500-$25,000 annually for typical 20-30 person teams. Enterprise solutions like People.ai, Aviso, and Salesforce Revenue Cloud range from $40,000-$150,000+ annually depending on team size and feature complexity. When evaluating cost, calculate total cost of ownership including implementation, training, ongoing maintenance, and opportunity cost of team time. ROI typically comes from improved forecast accuracy (reducing surprises), reduced sales cycle length (from better activity visibility), and better rep coaching (from activity insights). Most companies break even on activity tracking investment within 6-12 months through these improvements.
Integration depth varies significantly across platforms. Most modern activity trackers offer REST API connections to Salesforce, HubSpot, and Pipedrive that sync bidirectionally, pulling activities from CRM and pushing activity summaries back. Some platforms like Dooly and Zendesk Sell function as CRM layers that sit on top of Salesforce/HubSpot without replacing them. Advanced platforms like People.ai and Aviso pull data from multiple sources (email, calendar, calls, CRM) and consolidate into their own activity database. When evaluating integration, confirm: (1) Does the tool preserve existing CRM data? (2) Can you sync activities bidirectionally? (3) Does integration require custom code or API keys? (4) What fields map between systems? and (5) Does the tool duplicate data or risk creating conflicts? Most implementations take 2-8 weeks depending on complexity. Start with platforms that have pre-built connectors rather than requiring custom development. Poor integration typically causes adoption failures as reps struggle with data syncing.
Early-stage startups (pre-Series A or early Series A) should prioritize affordability and simplicity over feature richness. Scratchpad ($30/user/month) is the top recommendation for startup sales teams, offering clean activity logging, CRM hygiene, and affordability without overwhelming new sales processes. Zendesk Sell ($25/user/month) is the second choice if you're building CRM from scratch, providing integrated activity tracking without Salesforce complexity. Dooly ($45/user/month) works well if you're already using Salesforce and need better team visibility. Avoid enterprise platforms like People.ai, Aviso, and Salesforce Revenue Cloud until you reach Series B+, as the complexity and cost don't match startup stage needs. Focus on platforms with strong mobile apps and easy adoption so your reps use them consistently. As you grow to 15-20 person sales teams and revenue becomes board-critical, graduate to platforms with predictive capabilities. The goal at startup stage is collecting clean activity data to establish baseline metrics; advanced analytics come later.
Conclusion
Choosing the right sales activity tracking software for your B2B organization requires matching the tool's sophistication level to your current sales maturity, team size, and specific revenue challenges. Early-stage startups (pre-Series A through early Series A) should start with lightweight, affordable solutions like Scratchpad or Zendesk Sell that provide solid activity visibility without implementation burden. These platforms establish data hygiene habits while your sales process is still forming.
Mid-market companies (Series A/B with 15-50 person sales teams) should consider platforms like Dooly, Growblox, or Aviso that add predictive insights to activity tracking without requiring enterprise-level complexity. These tools specifically solve the forecast accuracy problem that becomes critical as investors scrutinize sales metrics.
Enterprise organizations and companies with complex sales needs should evaluate People.ai (for autonomous activity capture), Pavlov (for coaching-driven improvement), or Salesforce Revenue Cloud (for maximum customization). These platforms justify their significant cost through predictive capabilities, AI-driven insights, and the ability to handle complex sales processes at scale.
Regardless of which platform you choose, success requires commitment to activity data quality and consistent team adoption. Start with clear activity definitions, establish baseline metrics, and measure impact quarterly. Consider working with a sales operations consultant to implement the platform correctly and establish processes that drive adoption. The ROI from improved forecast accuracy and better coaching typically justifies the investment within 12 months.
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