Our customers – and competition – keep raising the bar on us.
How do we inspire our teams to do the same?
Here's a simple idea, a story, and a place to start.
A SIMPLE IDEA: FIND SOMETHING ANNOYING, AND FIX IT.
Here's the simple idea: Help your team with the most annoying thing they have to do in their jobs. Work to make it less annoying.
Sometimes, to be a leader, you just need to be less like this guy.
It's not "next generation training." It's not "coaching as a leader." It's not even the "challenger/solution/trusted advisor" method. It's simply finding something that feels like a stone in their shoe and removing it.
But it shows that you know – and care – what your team is doing and how they do it. It shows you are living your priorities, by eliminating some back-office nonsense to give them more time to do what's important. And it's aiming to serve and delight them the way you want them to serve and delight your customers.
Don't know where to start? You could cut the time they spend with CRM by 90 percent. (You'll also get more pipeline visibility while you're at it. Really. Find out more here.)
A STORY: 'BORING' PRODUCT, BIG EMOTIONAL RESPONSE
Here's the short story: I've been a part of shipping a lot of software in my career, from beyond-cutting-edge to meat-and-potatoes tools.
But the biggest emotional customer reaction I've ever received was to a new software patching tool. Sounds like the most boring product, ever, I know. But it cut out hundreds of manual steps required to keep a large enterprise suite up to date.
After our first public demo, customers' eyes welled up when they were thanking us. Not because we were delivering next-generation awesomeness, but because we had eliminated something really awful from their workload.
Again, the moral of the story is, just help your team get an incredibly annoying task out of their way.
SO, WHERE TO START? TRY YOUR CRM . . .
So, how do we apply this to raising the bar in sales?
Look across your sales process at what your team has to do each week. Find what's annoying.
Then, see if you can not just reduce the pain, see if you can make that work actually valuable. For example, the patch tool I talked about above didn't just make it easier to get the patches, it helped diagnose problems as well.
It's rare that you can eliminate the work of an annoying process altogether. But if you can make it easier and more valuable at the same time, your team will respect the effort required.
One great candidate is your CRM. Selligy's research shows that most sales teams waste a lot of time getting data into the system, but still don't have enough data to learn anything from their CRM reports. (In fact, it's so bad that you can read our whitepaper, Seven Lies Your CRM Tells You, or get a free diagnosis of CRM data problems).
MOBILE SALES MANAGEMENT CAN HELP
With every salesperson carrying a smartphone, we can finally make CRM and the sales process both way less annoying for salespeople and way more valuable for sales leaders.
With Selligy's mobile app for salespeople, you can cut the time your team spends on doing forecast updates and meeting reports in Salesforce by 90% – while giving you 5X more insight into what's going on in the sales field. Selligy also automatically links marketing efforts to sales deals. Your team will not just appreciate the time savings, they'll respect that the effort they put in is actually improving Marketing's efforts to find better leads.
By giving your team time back into your week, there will be less unspoken resistance in your next conversation about how to go above and beyond.
More value, less lost time, less annoying?
Chris van Löben Sels
director, business development & marketing
Contact us to learn more about how innovative teams are pioneering ways to turn their sales process – and CRM – into competitive weapons, not an administrative drag. Or click here for a free Sales Visibility Assessment of your Salesforce data.