Human nature is complex and at times counterproductive. Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things. We embrace our habits like they are a lifeline. All too often we will go down with the ship, rather than jump in and swim. Interestingly enough, it really isn’t fear of change that paralyzes us; it is fear of the unknown. We get braver with preparation and practice.
One item at a time, or a list packed with purpose?
Consider your sales team. If you turn an introspective eye on them, what do you see? Are they approaching their day with bad habits, or are they practicing common sense? How do they line up their calls? Is it a random, time-consuming hunting and pecking process, or do they build an efficient call list before dialing?
An ounce of preparation nets a wealth of results.
In order to be efficient, you must make it a habit to stay organized. Once it becomes a habit, it becomes a comfort zone. In Salesforce you should be able to easily find any group of Leads or Contacts that you want to call. If you are having trouble organizing Contacts, try adding a custom Status field with values similar to the Lead Statuses. Use the Status fields in conjunction with other relevant information such as Title, Last Activity, or Mailing State. At the minimum, reps should be able to easily get to a list of open tasks, new leads, leads and contacts that need to be followed-up with, and any responses to marketing campaigns that have been passed to sales. The Sales Team can now generate a call list that eliminates the time and effort it takes to figure out who to call.
It’s Called Power Hour
The beauty of a list is that it allows for momentum in the calling process. Imagine what could get accomplished if you scheduled a few hours a week where reps did nothing but focus on call lists. Scheduled hours that are dedicated to call lists – and that avoid phone calls, inbound emails and meetings can bump up production. Something that should be considered a new best practice.
Supercharge the sales process.
ShadeTree Technology’s Incite2 allows sales reps to load any list into the app, see all activities on one page, and with one click they can advance to the next call in seconds. The workload lightens and suddenly call volume triples and company profits increase. Make common sense, common practice – and take it to the bank.