My sales manager used to tell me “you can sell anything to anyone on Diwali”. He got sacked because he wasn’t managing sales activity the rest of the year.
Managing sales activity is all about the rest of the year. Successful sales activity management is not just about keeping your sales team accountable. It’s about enabling them to focus on customers, sales targets and profitability. If you find yourself supplementing your CRM tool with multiple spreadsheets or spending hours encouraging your sales team to use your CRM, it’s just not doing its job. Leaving you not able to do yours – manage its results.
When it comes down to it, Sales results are predictable and historical. A well performing sales professional will know, within a market, how many leads it takes to achieve five introductions and how many introductions will lead to a sale. Similarly how many cold calls to a gatekeeper will have similar results and, as he gets closer to a result, what to do next. And it’s not because he is smooth or so friendly it’s obnoxious. It’s because a successful sales professional is managing his activity. He knows his pipeline and manages it to the numbers, using the tools his company enables him with, to be a part of its success.
To make your entire sales team successful, your sales force automation tool needs to be quick and easy to effectively manage sales activity. Detailed but not painstaking. Intuitive but not thoughtless. You don’t want your high energy sales team stuck in an office entering data onto a generic multi-tab form designed to be user friendly by having instruction pop-ups respond to the click of a “?”. That tool needs to enable your sales team to develop their sales pipeline in an environment where customer information can be captured without effort and utilized effectively throughout the sales process.
Invite your sales team to be a part of a fast moving, high energy culture with a CRM tool that pushes them to engage and provide them with results from their own activity. A tool customized to your business with a responsive support team that will manage your sales activity to produce your desired results.
Turn those leads to sales with a CRM tool customized to your business. Contact us.