Congrats on the sales kickoff! Now, how do you keep that new initiative from fading out …
You’ve got the sales team fired up. They know how you killed it — and why — last year. They know the plan for this year.
But you’ve been around the block, you know that it’s all just talk unless there’s consistent focus, feedback, and execution.
So, the leadership team made clear the strategic metrics that define success — how everyone is going to track progress in CRM. It could be:
- marking which deals include the new strategic product
- the key data for your new sales process
- marking that you’ve asked the top three questions you should ask in the first meeting
- feedback to marketing on lead quality
You know you get what you measure – tracking this data drives follow-through and execution. By simply tracking a couple of fields in Salesforce, your salespeople will know where to focus, your managers will know how to coach, and your vice presidents will know how the strategy is working.
But it usually doesn’t work. Like a New Year’s resolution, things start to get a little sloppy by Valentine’s Day … and are a distant memory by Easter.
Why? Because usually, salespeople stop entering the data. So the inspiring words become just words, the strategy is executed by cajoling and meetings, not process.
In fact, our studies show that 75 percent of opportunity records don’t have any of the custom fields filled out.
Here’s how mobile CRM can help
That’s why Selligy focuses on a simple goal: Salespeople should be able to capture critical sales updates while walking out of the customer meeting – with just a few finger swipes, on their iPhones.
By using a mobile app that’s integrated with your calendar and Salesforce, you can slash the effort required to post deal updates by 90 percent – and capture more data at the same time.
Our users have seen five times the number of activities logged – and 150 percent more deal updates per week.
By putting your strategic metrics in your salesperson’s pocket, you can keep focus on making that strategy work.
And not just for New Year’s.
Chris van Löben Sels
director, business development & marketing
Drop us a line for a demo and to discuss a pilot project to better connect your team!