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Do your sales development tools make your SDRs look dumb?

Do your sales development tools make you look dumb?Sales development is a tough job. If it takes 50 to 100 leads for you to get a customer, messing up just one sales conversation is a lot of work down the drain. The last thing you need is your tools making it harder by inserting your own foot into your sales development mouth.

Here are three common "Doh!" moments to watch for:

1. Are you a human?

One of your leads, Jonathan Smith, emails you back with questions. Great! You answer the questions and Jon (you now know that’s how he signs his name) likes the answers. Even better!  You’re just about to suggest a live call when . . .

“Dear Jonathan, Have you heard about our solution? I just found your company on LinkedIn . . . ”

Your email tool sends your new friend an obvious form letter – from your address, over your signature. In your prospect’s eyes, you just went from helpful salesperson to clueless spambot, or more likely, just clueless salesbot.

You just went from helpful salesperson to clueless bot.

It’s the social equivalent of suddenly introducing yourself to someone like you’ve never met – 30 minutes into your first date.

What causes it? One possibility is that the SDR forgot to update Jon’s record to exclude him from the next email blast. Another possibility is that something went wrong with how contacts were selected for the email. Often getting this right requires the SDR to manually update multiple CRM fields. And most tools require either the SDR manager or the SDR to write the correct rules to build email lists.

What’s the fix? Ideally, your sales development tool automatically live replies (via email or phone) and automatically updates your CRM so the SDR can't forget to. It should also allow the SDR manager to write different rules for leads that have replied, so an active engagement can't be interrupted by an auto-email.

2. Vertically challenged.

Some vertical industries use vocabulary that is slightly different. But others are so different that if you use the wrong email template or call script, you would have been better off not contacting them at all.

In some industries, calling an “agent” a “salesperson” is worse than never having contacted them at all.

Examples include: emailing a real estate agency about their “salespeople” instead of their “agents.” Or leaving a message for a medical professional about their “customers” instead of their “clients” or “patients” (depending on, again, which part of the profession they’re in). Or sending a whitepaper about “customers” and “ROI” to a university, instead of one about “students” and “efficiency and savings.”

facepalm_4

What causes it? Most SDR tools aren’t sophisticated enough to offer different templates based on customer types. Generally, matching leads to templates is done manually by SDRs, either one at a time or by using search tools to grab a list of leads. Mistakes happen when the SDR doesn’t see the mismatch and/or the lead data isn’t rich enough (or isn’t accurate enough) to get the match right.

What’s the fix? Look for an SDR tool that does the matching for the SDR automatically, then allowing the SDR to review the email or call for fit.

3. Yeah, I already heard that one.

You find a great new subject line or sales development play. Maybe you’re contacting senior executives and asking for a referral to the right person lower on the team.

You train your team on this play. And it’s working. Yay!

Then, things get busy. You’ve been running that play for a long time now. But, it takes a long time to write up a playbook. And your weekly meeting agenda has been full. So you keep that play in the rotation for a while longer.

Too long, it turns out.

When good tactics go bad, like when good milk goes bad.

Now your prospects are getting a “Could you please refer me to the right person” email five days a week -- from you, your lamest competitor, and a bunch of SDR teams that aren’t even in your industry. They delete it so fast that they don’t even look to see who sent it.

Your tactic has gone from good, to stale, to spoiled.

What causes it? Most sales development tools don’t make it easy enough to put new plays or new templates into the rotation. If you are switching from calling high in an account and asking for a referral down to the other way around, it’s not as simple as pressing a button. But if you wait too long to re-target your team, your tactics go stale. Fast.

What’s the fix? Ideally, you need an SDR tool that lets you roll out new coaching, new call prompts, and new templates all at the same time, all in the tool. And it should be as easy as pressing a button. That way, you don’t need a mix of manual and automatic methods to roll out new plays. When it’s that easy, you can switch plays and templates more often and stay ahead of the crowd.

It's time for next generation tools.

As organizations realize how effective next-generation sales development is, it’s time for next generation sales development tools. Or at least tools that don’t make your team look bad.

Sales development is a hard enough job as it is.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that makes your sales development team look smarter, not dumber.  Sound interesting? Contact us to learn more today.

What’s the most important sales development tool? And why is it awful?

What's the most important sales development tool?Sales development is a sales management decathlon.

Every sales managment discipline runs at maximum velocity. Prospecting, recruiting, training, email, calls – everything is turned up to 11. Given that it’s the sales equivalent of the carnival guy spinning plates, management tools are critical.

So what’s the most important tool in the sales development toolbox?

It could be your prospecting tools, since if your leads are bad, everything else suffers. But there will always be lots of prospecting tools, each one a bit better than the last. And most teams use several. So there’s no one-absolutely-most-important-tool here.

It could be recruiting tools. Nothing is going to work well if you don’t have the right people. And, since there’s always a lot of staff turnover in sales development, recruiting commands constant attention. But recruiting represents a people problem, not a tool problem. So a difference in tools don’t really drive performance differences in recruiting.

Maybe it’s training tools. Again, with high staff turnover, training never ends. But again, training remains a people problem more than a tool problem.

What about sales email tracking tools? These are certainly popular. But as we’ve written about before, sales email tracking data is helpful, but not a game changer.

Perhaps it’s your dialing tools? Some dialers claim big gains in call velocity when you use a dialer that knows the weather in the cities you’re calling. But, it’s just not clear that watching the weather (or winning sports teams or other weird data) really moves the revenue needle as much as these vendors claim. And, more importantly, calling isn’t the only thing your SDR team does. Your dialer only helps you dial, not prospect, email, or anything else.

Here’s the answer . . . and it sucks.

The most important sales development tool is the lowly Task. Yes, that's right, the reminder, the to-do item, the task, that sad, underpowered app in every tool suite since Office 97 and Siebel 99. Whether you use tasks in your CRM, simple spreadsheets, or some other system, tasks hold together all of the moving parts of the sales development process.

Want your SDRs to follow up two days after the first email? They set that as a task. Want them to follow up seven times before giving up? It will be tasks that remind them how many times are left. When a lead gets back to them, but then goes quiet, what reminds them to try to get the conversation going again? A task.

Nothing drives conversions more than persistent follow up. And what drives follow up? Relentless task management.

And this is terrible.  Tasks are the wrong tool for this. Why?

  • Manually created. Every time your SDR does something, they have to think about what to record in a task and what the next task to set is. There’s no automatic way to set the next task. Even if a lead emails you back, the SDR has to manually set the follow up task.
  • Manual playbooks. Every time something happens, the SDR has to remember what the next play in the playbook is, or look it up manually, in order to set up the next task for the lead. Tasks don’t know “oh, you are supposed to wait two days before the next contact” and just set a reminder up for you. So the SDR has to figure that out themselves.
  • Less selling time. All this mucking about creating tasks takes 30 to 50 percent of the selling day away from the SDR. That’s a huge tax on your results.
  • No agility. With manual tasks, SDR managers have to manually train the SDRs on the rules for who to call when. As a result, they can’t change the rules too frequently, which lowers the team’s agility.
  • No precision. SDR managers can’t do precise targeting. Even if they only focus on just three industries and two types of buyer (like manager and VP), there's no way to run 6 different templates for 6 different industry / job level combinations – not without driving their SDRs crazy.  
  • Manual training. Manual tasks means manual training. All the time. Every minute in a weekly training meeting is a minute lost to selling.
  • Error prone. Because tasks are so time consuming, they're easy to skip. One missed task and that’s one lost opportunity.
  • No reporting. Finally, most SDR managers have no real way of knowing if the team is following the playbook. Manual tasks rarely have enough data to support real reporting (and adding it just makes the whole job more time consuming). SDRs can only hope that nothing is falling through the cracks.

As we’ve written about before, next generation tools are coming to support next generation sales development. And nowhere are they more needed than in task management.

And not a minute too soon, because in sales development, managing tasks is important.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that turns task management into a new level of sales development effectiveness.  Sound interesting? Contact us to learn more today.

How does sales email tracking work?

How does sales email tracking work? There are a ton of new tools (Yesware and Toutapp are popular ones) to help salespeople track which of their leads opens which emails they send.  We’ve posted about how salespeople should use sales email tracking to increase their effectiveness. It can be useful, but also distracting. 

In talking about how to use this data, we found that most salespeople and sales development reps don’t know how these tools actually work. Without knowing how it works, it’s even harder to know what it means.

So, here’s everything you need to know about sales email tools, but were afraid to ask.

How do email tools detect who opened my email?

How it works (when it works). When you send a sales email with one of these tools, the tool slips a tiny, 1-pixel image into the email. The tool gives the image a different name in each email. So, your intro email to John Smith may have a reference to the image “http://AcmeEmailTool.com/123456.gif”. Your email to Jane Doe would have a different one, maybe "http://AcmeEmailTool.com/999789.gif”

When the customer gets the email, their email program requests the image from the server (but not all of the time, more on that later). When the request for 123456.gif comes in to AcmeEmailTool.com, the tool knows that someone opened email no. 123456, the email you sent to John. Since no request has came in for 999789.gif, the tool shows that no one has opened the email you sent to Jane.

But it doesn’t always work.

How it breaks down – false positives. One problem is that some email clients are super aggressive about getting images. Apple Mail, for example, will request the image even if the user has just highlighted the email in their inbox. So if your customer is going through their inbox one-by-one and deleting everything, you’ll think they opened your email when they really deleted it.

Some email programs may request the image multiple times, making it look like someone opened the email over and over, even when, again, they haven't decided to open it, they were just going through their inbox.

And that’s not all.

How it breaks down – false negatives. Other email programs avoid downloading images as much as they can (in part to keep spammers from using this same trick). Gmail, for example, doesn’t load images unless the user clicks on a link to make Gmail do it. In this case, your customer may spend five minutes reading your email, forward it to friends, print it out, and frame it above their desk – and it never show up as “opened."

How do email tools detect who clicked on the links in my email?

How it works. Similar to detecting opens, your email tool gives every link in your email an extra ID number for each email (there are a couple of ways of doing this, but the differences aren’t really important). When the user clicks on link number 123456, the request comes in to the email tool and the tool can see which email got clicked.

This mechanism is pretty solid. There’s no way for the user to get the linked content without clicking it. And there’s no way to click the link without the click being detected.

Click detection is, however, vulnerable to some general blind spots that apply to both clicks and opens.

General blind spots.

Forwards. The ID numbers in the images and links are specific to the email. But, the email doesn’t know if it has been forwarded to other people. Let’s say John Smith doesn’t care about your pitch, but forwards your email to Jane Grey, who loves it. Let's say Jane opens it 5 times, and forwards it to David, who opens it 5 more times. Sadly, you’ll think that all 10 opens came from John.

Direct Traffic. If customers open your email, get interested, and then type your company name into a browser, you won’t be able to tell that the one led to the other. You would think it’s easier for the prospect to just click the link, right? But this happens more than you might think. Direct web traffic increases predictably whenever outbound email increases. You may think Andrew Jones ignored your email, when he actually spent 10 minutes on your website.

What does it all mean?

As Gretchen, our director of sales, points out, email opens and clicks are key to prioritizing your sales development efforts. If you get a click, that’s a signal of interest. And often (but not always, see above) an “open” may mean interest, too. It’s a great idea to quickly reach out to a lead when one of these signals comes in.

But, it’s all a matter of balance: Given all of the sources of false negatives, you shouldn’t filter out a lead just because you never got an open or click in your sales email tool. And, given all of the sources of false positives, you should limit the percentage of your day devoted to chasing to these weak, possibly false, signals.

Most of all, as a salesperson, you actually talk to your customers. That's still the best way of finding out what messages are resonating.

That's the power of sales.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that takes sales development to a new level of effectiveness.  Sound interesting? Contact us to join the beta for Selligy Pursuit.

In B2B, growth hacking is not enough.

Sales development breaks through growth hacking barriers

Breaking through the growth hacking barrier

Growth hacking is all the rage. Growth hacker rock stars speak to packed audiences of startup entrepreneurs, all hoping to launch their own rocketship of viral adoption. One CEO even claims he doesn't need salespeople anymore.

Their results are impressive. It’s critical for all of us in sales and marketing to understand their methods: find what behaviors drive user growth and retention, continuously test messages and methods to drive those behaviors, measure everything you can. (Want a great place to start? Try the postings at okdork.com and blog.kissmetrics.com.)

But, it’s also important to understand that, in B2B software, growth hacking hits a ceiling.

It’s simple, if your product is strategic to your customer’s business, they’re going to need a relationship with you. This may be true for a number of reasons, depending on your product. It may be because of the price, the business processes involved, or the education and training required to be successful.

Need examples? How about Salesforce? Then Yammer. And now, of course, Box. Don't forget SugarCRM -- created to compete against Salesforce, at the start of our list.  

Need more examples? Look at Brendon Cassidey’s list: Talkdesk, Zenefits, Showpad, Zendesk, New Relic. (He’s fueling TalkDesk’s growth now, after having done so at EchoSign, LinkedIn, and others.)

Stages of B2B software:
1) Make fun of products that need
enterprise salespeople.
2) Hire lots of enterprise salespeople.

Many of these companies started out mocking the sales force of the existing companies in their space. They bragged that “Our product is so simple a manager can just buy it with a credit card.” But those same companies then went on to build massive, high-caliber, enterprise sales forces.

Basically, it boils down to this: If they are betting their business results on your solution, they’re going to need more interaction with you than filling out an online form. Tactical products can fly below this bar, relying on arms-length marketing and online transactions.

But if you’re going to get past the growth hacking barrier, you’re gonna need sales.

Meet growth hacking’s productive twin: sales development

This doesn't mean going back to 1985, three-martini lunches, or it's-all-who-you-know. Sales has been changed in the last ten years by the new world of digital marketing and new ways of finding prospects. More recently, these changes have converged to create a new understanding of the importance of sales development.

Sales development is the new bridge between growth hacking and sales. High-energy sales development teams work marketing leads using email and the phone. and, using the insights from the marketing team, they add their own leads through proactive prospecting. Then they get the conversation to the point that more experienced salespeople can engage to create the B2B relationship that opens the door to strategic products.

Sales development makes both marketing and sales more effective. Direct, human follow-up gets more out of marketing’s leads. And by weeding out dead leads, the traditional sales force wastes less time on dead ends. But, we can still do better. Most sales development teams don’t have the tools to leverage the data-driven discipline of growth hacking (as we’ve written about here).  

Because, once you break through the ceiling, only the sky should be the limit.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that takes sales development to a new level of effectiveness.  Sound interesting? Contact us to join the beta for Selligy Pursuit.

If 2015 is the year of sales development, why are the tools from 1995?

Sales Development is the FutureThere’s a revolution in sales going on – the new world of high-performance sales development. (You don’t have to take our word for it, take a look here.)

With all the talk of data-driven, high-velocity sales, you’d think Sales Development Managers run their teams live in some high-tech, Minority Report world, watching all their data go by in 3d, swapping sales campaigns with the flick of the wrist.

Sadly, the reality more like Windows 95 than like Windows 10.

Great sales development teams follow – and continuously innovate with – a defined process for pursuing their leads. But, despite all the hype, most sales development teams actually run this process with the tools of 20 years ago: meetings, manuals, and manually entered reminders.

Most teams use weekly meetings as the main way to transmit new sales plays to their teams. They also use playbooks that – contrary to the name – don’t really contain sales plays but are really just computer manuals. These books walk the team through the manual steps of importing and cleaning data and documenting sales. Finally, when the SDRs get back to their desks, they manually implement the new plays by creating reminders in their CRM systems.

For example, let’s say the new play is “for leads from source X, three days after the first call, send the prospect a whitepaper link.” The SDR would hear about it in the weekly meeting. They would get a new playbook explaining how to filter for the leads from source X. And, whenever they finished a first call, they would set a reminder for themselves to send the link in three days. (And, if the lead emailed them back, they would have to remember to go and delete that reminder.)

Couldn’t a computer do this for them?

mr2

Wait a minute, who am I supposed to email again?

In an ideal world, the SDR manager would define the new play using a system built for the world of the SDR. The system would automatically log the team’s tasks. When the SDR sat down to get to work, the system would simply give them the list of who to contact next and which offer to use. And no one would be stuck manually cutting, pasting, and cleaning data as it went from one system to another.

We’re building this kind of system. It’s called Selligy Pursuit. When SDRs are freed from the administrivia of their jobs, we’re finding they can contact twice as many leads.

It may not be the flying car we were all promised. But we think it’s what the future of sales should look like.

sig-chris

Chris van Löben Sels
director, business development & marketing

Interested in helping us define the future of Sales Development? We’d love to have you. Join the Selligy Pursuit beta!

 


Sales email tracking: What do email opens really mean?

Sales email tracking

As a salesperson I want to read my prospect’s mind. A couple hundred thousand salespeople like me now use email tracking tools to attempt to do just that, by watching for email opens.

But does it work?

In my experience, no. It’s “feel good” noise - noise that distracts me from executing my prospecting pipelines with ruthless discipline.

Omg! Drop everything! Someone might have opened my email!

Ideally, these tools empower me to reach out to the prospect right when they open my email. If I call an engaged prospect right when they engage, shouldn’t I have more productive calls and close deals faster?

No. I only realized how weak of an engagement signal “email open” is after my engineering team here at Selligy defined it for me. Email open data relies on an invisible image inserted into each email I send. When a prospect’s email software requests the image, an email “open” is registered. This doesn’t tell me whether a prospect read my email - only that they “opened” it.

For example, in Apple Mail or Outlook, simply clicking on an email to delete it will trigger an “open”. Same goes for someone paging through their emails on an iPhone. And, if the prospect's email client ignores images by default (like Gmail), you’ll think they never opened your email, even when they have.

If many “opens” are false, and many “not-opens” are true, what’s the point?

Prioritize? Yes.
Filter? No.

For each lead, I plan on touching them at least six times before sending them back to marketing. I use email opens as a way of prioritizing – but not filtering – my leads.

I don't ignore email opens, but I stick to my plan. When a prospect opens an email, I move them to the top of the list for the next touch, in case the opens are real. When a prospect doesn't open an email, that's fine - I stick to the original planned touch. I never do so many “just opened” calls that I neglect working the process for all of my “unopened” leads.

I have some simple rules:

  • When you're using tools like Yesware and ToutApp, it’s easy to think that "opened email" is a stage in the funnel. It’s not. Don’t ignore prospects that don’t “open” your email.
  • Turn off open notifications. It’s a meaningless signal that gets your hopes up and distracts you all day long.
  • Don’t drop everything and start calling a prospect when an email is opened. The consequence of task switching slows you down.
  • Don’t overreact to opens. When facing ambiguous information, stay disciplined and stick to the plan. Just like anything else in sales.

What is valuable about email tracking? Tracking clicks inside an email and knowing when a prospect forwarded your email to others. More on that in my next post.

sig-gretchen2x

Gretchen Caldwell

Gretchen Caldwell is director of sales for Selligy. Want a tool that helps you use email tracking the right way? And helps your team stick to the plan? Join the Selligy Pursuit beta program! Need help managing the archives of you critical customer emails, try Selligy Capture!

The first rule of sales development: Don't talk about sales development

The First Rule of Sales Development

How is sales development like Fight Club?

You do not talk about sales development.

Or, more specifically, many members in the sales development club don’t talk about what is (and isn’t) working in sales development.

Why? Because the sooner everyone is doing the same thing in sales development, the sooner it stops working.

Here’s a great example.  The best performing email subject line in the Obama 2012 Campaign was: “Hey.” It was so incongruous to get “Hey” from the President of the United States that people just had to open it to see what it said.

It was an awesome idea.
And it totally doesn’t work anymore.

Why? Because tons of salespeople and marketers started sending emails with just "hey" as the subject. And, of course, outright spammers copied it, too.

People have seen it enough times now that they subconsciously recognize it as a ploy.

And that’s the trouble. The next tactic that starts to work for salespeople breaking through the noise will also be copied and hijacked until customers begin to see it as just more noise.

This helps explain all of the seemingly contradictory advice about sales dev. Someone figures out that if you send an executive a request to be referred to the right person, that often works. So this idea starts making the rounds and showing up in blog posts.

But now, some senior execs tell us that they get more than one of these requests per day. So they ignore them all. Now, some recommend that SDRs look for mid-managers and ask for a referral up the chain, the exact opposite of teh other advice. 

So, sales development is all about agility and context.

In fact, most sales development managers call their list of tactics a “playbook,” like in football. The analogy is apt, since once the other side figures out your plays, you need to start designing new ones.

This is why the best folks out there offer ideas for your playbook, but emphasize the SD is not one-size-fits-all. Take a look at The Funnelholic, for example. (In addition, this is why we think sales development teams need better tools to figure out which plays are working, and when they begin to taper off.)

So, if you have something that works, don’t talk about it.  (It’s worth noting that the Obama campaign didn’t tell us that “Hey” worked until well after the election.)

Why? Because the second rule of sales development is:

Don’t talk about sales development.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that lets sales managers design new sales development plays, then automatically guides their teams through step-by-step execution.  Sound interesting? Contact us to join the beta for Selligy Pursuit.

Selligy Capture: The easiest way to save customer email to Salesforce

Selligy Capture

Today, we’re introducing a new product: Selligy Capture, the easiest and fastest way to save your customer email history in Salesforce.

We've made email capture so simple, the user doesn't have to do anything -- in fact, there's isn't even a user interface for them to learn. There's no bcc: trick to learn. No checkbox to (forget to) check. Nothing.

It’s set-it-and-forget-it. Sign up for Capture, and in 30 seconds all email to – and from – your customers and leads is being silently saved into Salesforce for you.

 

Turning the conventional wisdom on its head

For 15 years, the conventional wisdom has been that you shouldn't save all customer emails to CRM. If you do, you'll get too much low value email, lots of duplicates, and it will be a mess.

So the solution has been to give the user the work of deciding what to save, either with a bcc: or a check box or button to press, etc.

But when you make the user do the work, then compliance is low and lots of emails get missed. Since no one is closely monitoring email history, it's easy for the habit to wither and soon no emails are being captured. Coupled with the low quality of other sales data in CRM, this leaves salespeople and managers in the dark.

The mess of losing customer history is much worse than the ‘mess’ of saving all your customer emails.

Despite years of investment in CRM, most salespeople don’t get everything they need when they take over an account.  This is very disruptive when companies strategically realign territories, impacting tons of accounts. And it doubles the threat to the entire customer relationship when a salesperson leaves the company, giving them a new salesperson who is both new and unprepared.

So, it turns out the conventional wisdom is wrong. The “mess” that saving all of the email would create is a much smaller problem than not having real customer email history in Salesforce.

(Don't believe me? Try Capture for 15 days free and you'll be surprised how quickly having all your email in the right place in Salesforce pays dividends.)

 

Simple on the outside means intelligence on the inside

Is it really that simple? Well, it is for the folks who use Capture.

But, of course, the conventional wisdom wasn’t totally wrong. Making it simple for the user requires making it intelligent behind the scenes. For example, if a customer sends an email to four people on the sales team – and all four use Capture – Capture only saves one copy of the email to Salesforce. There's a ton of other gotchas we fix behind the scenes.

But you don’t have to worry about the behind-the-scenes. That’s the whole point of making Capture the easiest, fastest way to save all your customer email history in Salesforce.

 

Nilay

Nilay Patel, Co-founder and CEO

Are you ready to never have to think about saving email history again? In 30 seconds, you'll be there.  Try Capture for 15 days free. Refer a friend and you both get three months free.

In sales, hustle matters. Now, you can measure it.
eeg

Talk to any sales leader about what drives success and they’ll tell you: the quality of the salespeople. What’s the first thing to look for when assemble a great team? Personal drive. Energy. Going the extra mile.

Hustle.

It’s a crucial ingredient in sales performance – but it doesn’t show up in how we manage sales. Most CRM systems don't have enough sales activity data to measure who is pounding the pavement hard and who is not.

But that's changing with new tools -- tools that help salespeople sell and help sales managers get data on sales activities.  

Tools that actually let you measure hustle. New sales performance tools don't require you to nag your team to get more data into CRM. Just the opposite. Better tools mean more data-driven sales and less time wasted doing data entry. (We just launched a new one: Selligy Capture, a tool that automates saving customer emails into Salesforce.)

Does hustle matter?

But is "hustle matters" just an old saw?

We analyzed CRM records across multiple Selligy customers across a range of industries. We compared two variables:

First, we measured how many sales activities (meetings, calls, emails, etc.) the salesperson completed in a quarter, divided by the average for salespeople in their team (so an exactly average salesperson would get 1.0). This activity data is on the horizontal axis below.

Second, the amount of business they closed, divided by the average for salespeople in their team (again, so an exactly average salesperson would get 1.0). This sales data is on the vertical axis below.

Graph_3

Sure enough, hustle matters.

As you can see from the graph, the relationship between the two is strong.  The more hustle, the more sales.

This is more than just confirmation of the conventional wisdom. It is an opportunity for insight and visibility.

For example, sales leaders could look to see if a dip in sales activity is a leading indicator of problems in how the quarter is going – and take corrective action before they miss their number.

The sad thing is that very few companies can actually measure even basic data about their teams’ sales activities. Most CRM systems have just the bare minimum of data.

Now, we can measure hustle.

Salespeople were not hired to do data entry.

So, if you want better sales activity data, you need to make collection of it as automatic as possible. This is what we work on every day here at Selligy: saving salespeople time, helping them sell, and automatically capturing data that helps sales managers see what’s working, and what’s not.

We’ve just launched a new product, Selligy Capture, that makes data collection so automatic, it doesn’t even have a user interface. Sign up for Capture, and our cloud service simply saves email to and from leads and customers right into Salesforce. It’s that simple.

Sign your team up for Capture and achieve two crucial goals. First, you’ll safeguard customer email history, preserving critical information for when territories change or salespeople come and go.  

More importantly, you’ll be able to measure – and manage – hustle.  How long does it take for the team to email a lead? How many emails before conversion or disqualification? These reports in Salesforce will suddenly have the data they need.

And that’s in addition to Selligy Mobile, which allows salespeople to create incredibly complete meeting reports in one-tenth the usual time - as well as enable them to manage their sales pipeline and add contacts to Salesforce, right from their smartphone. Our customers get 500 percent more activity data in Salesforce with Selligy Mobile.

Hustle may be as old as sales itself, but as we move to data-driven sales management, measuring hustle is the future.

 

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Chris van Löben Sels
director, business development & marketing

Are you ready to never have to think about saving email history again? In 30 seconds, you'll be there.  Try Capture for 30 days free. Refer a friend and you both get three months free.


Witness the data driven sales revolution at Dreamforce 2014
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Going to Dreamforce this year? Here are four events that will show you concrete steps to improve sales productivity. Selligy and our customers are presenting how more intelligent sales apps give you more sales intelligence. We'd love to see you there.

Wednesday, October 15

DF14 LUNCH AND LEARN: MOBILE CRM

Noon — 2pm (PDT) @ Thirsty Bear Brewing Co., San Francisco

Mobile is transforming the way we do business -- and the way we use Salesforce. Now you can join Selligy and other leaders of the mobile revolution in the Salesforce ecosystem to learn about how mobile can save your salespeople time and boost team performance. — RSVP

SALES VELOCITY MEETS DREAMFORCE 2014

Noon — 2pm (PDT) @ Four Seasons Hotel, San Francisco

Step out of the rush of Dreamforce for this two hour MeetUp to collaborate with peers and learn about the latest and greatest in bringing Sales Velocity to your organization. Speakers include: Usman Muzaffar, CTO & Co-Founder of Selligy, Trish Bertuzzi, President of the Bridge Group, Kyle Porter, CEO of SalesLoft, and representatives from DataHUG, Act-On, Factor 8, and more. — RSVP

APPEXCHANGE FOR EVERYONE: 5 APPS THAT MAKE A HUGE DIFFERENCE

12:30pm — 1:10pm (PDT) @ The Westin, Franciscan Ballroom, San Francisco, Market Street

AppExchange has dozens of lightweight, easy-to-install apps that make a big difference for your business. Join us to learn which ones you can easily add to make a big impact at your company. Hear from GE, PayPal, Selligy customer LumaSense, and more!  RSVP (Note: Dreamforce registrants: 1) go to Wed on the agenda, 2) search for "5 apps that make a huge difference," and 3) add to your agenda.)

Thursday, October 16

DF14 LUNCH AND LEARN: CRM ADOPTION

Noon — 2pm (PDT) @ Thirsty Bear Brewing Co., San Francisco

Adoption has always been the achilles heel of CRM. How do you effectively encourage your users to use Salesforce? We've gathered the coolest solutions on the AppExchange that make Salesforce more user friendly, and, dare we say, fun! — RSVP

Looking forward to meeting you in person!

Chris van Löben Sels
director, business development & marketing

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Selligy makes sales teams more effective, by slashing the time required by CRM and helping them see what’s working (and what’s not).

Visit Selligy.com