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

 

sig-chris

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
selligy-dreamforce2014-1

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

sig-chris


Following our customers to the next level of sales management
Going up!

If you want to lead, you have to know who to follow. Here at Selligy, we follow our customers. And we follow them closely.

Very closely. We try to follow not just how they do their day’s work, but what, exactly, are they thinking (and, sometimes, not saying) as they do it.

And that has led us to turn CRM inside out. We’ve found ways that salespeople do their work that clash with the way the industry has been building CRM applications for 20 years.

So, we’re building an app that violates fundamental rules of how CRM apps work – basic assumptions, like you only edit one Opportunity at a time – to fit how actual salespeople think.

Or, as Rob Desisto at Gartner puts it:

"Selligy has fundamentally changed the way salespeople leverage and update salesforce.com through an optimized user interface focused on the task at hand.”

It’s taking Selligy – and sales management tools – to the next level.

Introducing Selligy Opportunity Manager

When we talk to salespeople, we find a big disconnect between salespeople and their pipeline management tools. Salespeople are always thinking about how the quarter is going and how the latest customer call has changed that outlook.

So why do they only use the pipeline management features of CRM once a week?

There are simple answers. For example, making changes in CRM takes time, so salespeople save up their updates until the weekly sales meeting makes them do it. That theory has led to a proliferation of tools that put CRM forms onto phones.

But the real reason is deeper: CRM doesn’t help salespeople solve the problem they are trying to solve.  When a salesperson gets a collection of good and bad news about their deals, they now face a challenge:  What can I do to still make my number?

There are a lot of possibilities. Maybe they should offer a discount to motivate a slower moving prospect to buy this quarter. Or maybe they can expand a deal that's going well to cover the gap left by a deal that's gone cold. Maybe they need to do a combination of three or four things.

Most CRM systems don’t help solve the salesperson’s actual problem here: they would have to make all the changes, each on a separate page, then go to the pipeline report to see what happened to their totals, then go back and make more changes. In an average week, this would easily take 30 or 40 pages and set off all kinds of weird alerts and updates.

So salespeople do it in their heads, or on scratch paper, or in Excel.

Today, we’re introducing Selligy Opportunity Manager, so salespeople have a tool to help them manage – not just recordkeep – their pipeline from their phone.


Introducing the next level of opportunity management.
(See it in action here.)

With Selligy, salespeople can make pipeline changes and immediately see the impact on their quarter, right on the same screen, right from their phone. Then they can try out various strategies and see how they would impact their total – and none of their changes go back to Salesforce until the salesperson is ready.

And once they’re ready, Selligy shows them their changes and then makes all of the changes across off their deals, all at the same time and all with a single finger tap.

It’s the next level of opportunity management.

Igniting a sales revolution

There's a revolution coming. What happened to manufacturing in the 1990s and marketing in the 2000s is now starting to happen to sales.

In the 1990s, manufacturing firms invested in technology that gave them data about where every part is through the entire supply chain. The Just-In-Time manufacturing revolution fueled a prolonged increase in productivity gains, worth billions of dollars of output. Experienced production managers could use a flood of data, instead of just their experience, to get decisions right.

In the last ten years, marketing has had its data revolution, driven by digital marketing and analytics.  Ten years ago, marketing was considered mostly an art.  Now, the best marketers use data to find out what works and constantly re-target their efforts.

Now, mobile is driving a revolution. We’re overcoming the biggest barrier to next-level sales management: lack of data.  By finally giving salespeople an app they fits how they work, our customers are seeing huge jumps in the data they have about sales activities, the real impact of marketing campaigns, and forecast data.

And our customers are leveraging this data to amplify their sales talent. They can see more, so they sell more.

Twenty years ago, CRM was invented because salespeople could use laptops to connect in their hotel rooms at the end of the day. The difference was profound.

Now, we’re using mobile to turn sales tools inside-out all over again.

The data-driven sales revolution is on. Join us!

Nilay

Nilay Patel, Co-founder and CEO

Interested in learning more about how to get your team to the next level? Check out how Selligy works, then contact us for a demo!


Topics: CRM
Selligy gets recognized again (and again) by those who know Mobile CRM

It’s always nice to get recognition. And I’m not embarrassed to admit that I’m perfectly happy to see us recognized by folks who have are new to CRM, mobile, enterprise software – or all three.

So, it’s particularly nice to be recognized by folks who know what they’re talking about.

Selligy is a buy for mobile sales teams by Will Kelly (@willkelly) of TechRepublic. Will does something (surprisingly) rare: He actually test drives the products he writes about. We couldn’t be prouder that when he tried Selligy, he recommended it to his readers.

Mobile Sales: Strategic Weapon for Meeting Sales Targets a webinar (download the presentation here) from Rob Desisto of Gartner. Rob has covered the rise (and fall) of multiple generation of CRM. Having read his coverage of CRM for years, it means a ton to have him hold Selligy up as an example of the next generation of CRM strategic weapons.

Waterford_Boat_Club

We don't know what these guys won,
or why only one of them seems to be happy about it. (Credit)

Could Mobile CRM Solve Field Sales' Biggest Problems?, by Sara Sluis (@SarahSluis) for CRM Magazine. We’ve been saying that mobile is going to upend sales management for a while now. So it’s great to see mobile sales on the cover! The only bummer is that, after writing such a thoughtful survey of the whole space, Sarah is off to adexchanger. She’ll be missed.

But the most important judge of Selligy is our customers, who we’re proud to say continue to rack up saved hours and new insights. If you’re not one of them, take a look at our product, see how we can link your marketing to revenue, focus your CRM on growth, and keep your CRM from lying to you.

Then you can judge us for yourself.

You’ll be in good company.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

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.

That's it.

Sometimes, to be a leader, you just need to be less like this guy.
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?

Bar raised.

 

sig-chris

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.

Sure, the forecast of a deal is important. But what’s the first thing a manager asks – and a salesperson tells – to describe what’s going on in a deal?

It’s not the stage, it’s not the probability, it’s not the close date.

The first thing you ask: Who did you talk to and what is their role?

Ironically, most CRM records don’t contain this critical information. Even though “relationships” is right in the middle of “CRM,” relationships are, frankly, what’s missing from most CRM systems.

Your relationships are so important, we ignore them in CRM.
You have to work on relationships. It's so important that we'll ignore it in CRM.

Does your CRM tell you anything about the relationships in play at the deal? Can you see who has the budget and will be the final approver? Who is driving the evaluation process? Who is just listening in on the process? Who are the subject matter experts judging your product?

Our data show the answer is: Usually not. Most opportunity records have no data on:

  • the roles of contacts on the opportunity record;
  • who the sales team has met with; and
  • the role of people involved in the deal on their contact records.
At most, this critical view of the deal may lie somewhere in the text notes. More frequently, the real story passes from salesperson to manager to sales leadership verbally or in email/spreadsheets/slides.

Why does this matter? Most salespeople and sales managers go over this ground by talking live. And many salespeople capture this information in text notes. Isn’t that good enough?

Adding relationships data to CRM unlocks powerful business benefits, including:

  • Close more business by focusing on the right deals. Prompting salespeople to track who they meet with helps them focus on the deals that really are going to close. 
  • Find what sales and lead strategies are working. With role data you can run reports that prove (or disprove) your theories about how particular sales strategies – such as meeting first with a particular role or department – make deals close fast. 
  • Nurturing campaigns that work. If you want to nurture contacts with email and other campaigns, you need to fit the message to the audience. When you just keep role information in text notes, you can’t do effective campaigns.
  • Measure marketing ROI. When salespeople use Opportunity Contact Roles in Salesforce, powerful ROI reports suddenly start working, allowing you to link marketing activities to contacts to deals to wins and losses.

If this is so important, why don’t we all do it?

The bummer is that in most CRM systems, it takes forever to do this right. Capturing role information on every contact, adding meetings to opportunities, adding contacts to meetings – these actions take dozens of clicks, multiple searches and a ton of time.

No salesperson has the time to do all of that.

So is there no hope?

If you could just re-enter everything, that'd be great.
If only someone had an app for that . . . oh, wait, we do!

Mobile – and intelligent context – to the rescue.

This is the problem we’re solving here at Selligy. We make it dramatically easier to get all kinds of data back into Salesforce.

Selligy leverages all of the context on the mobile phone – location, calendar, contacts, and Salesforce data – to shortcut all of the searching and navigating in CRM.

Selligy allows salespeople to create an activity report with just a few finger swipes. For example, after a meeting, Selligy reminds the salesperson to create an activity report. Based on the data already in the salesperson's calendar, Selligy automatically:

  • creates an Event to record the meeting;
  • links the Event to the Opportunity;
  • adds all of the meeting attendees to the Event; and
  • adds all of the meeting attendees to the Opportunity.

Salespeople who use Selligy to update CRM – with full activity, role and relationship data – in one-tenth the time that it took before. Selligy automatically detects when a contact on a meeting or in the salesperson's phone isn't in CRM and allows them to create it in Salesforce with two finger taps.

And sales leaders with Selligy-enabled teams get more results from their teams and their marketing. All by leveraging real relationship data.

All by putting the R back into CRM.

sig-chris

Chris van Loben 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.

Your sales process and your Salesforce implementation should work hand-in-glove. But common sales process implementation techniques distort the field sales team’s incentives – leading salespeople to avoid putting deals into Salesforce.

And if salespeople aren’t entering data, your Salesforce reports start lying to you.

What the elves say about your forecast
Or, you could just say "data freshness still needs improvement."

Our studies show that the following tall tales are common in Salesforce data: 

  1. Your salespeople never lose deals.

    The report: Win/Loss Reports

    The lie: Those salespeople are awesome. They have incredible win rates. Some have 100 percent win rates. They never lose deals.

    The why: Salespeople aren’t entering opportunity data until they know they will win the deal. If they don’t win, they never enter the deal, thus no loss is ever recorded. And voila! A perfect winning record.

  2. Your deals travel backward in time.

    The report: Any report showing stage duration, sales cycle time, or forecasting

    The lie: Doc Brown from Back to the Future is on your team. A deal gets entered in Salesforce on March 25. Then the sales team goes back in time and wins the deal on March 10. Amazing!

    The why: Again, salespeople aren’t entering deals “until I know it’s real.” In this case, they work the entire deal before they even create the opportunity record. Selligy’s data has found that it’s common for large sales teams to have as much as 20 percent of their opportunities post-dated in this way. Virtually every Salesforce report will interpret these opportunity records incorrectly.

  3. All of your deals are stuck.

    The report: Stuck Opportunities Report and Leads without Activity Report

    The lie: All of your open deals are stuck; none of them have advanced from one stage to another in a short period of time. Worse yet, none of your leads are being worked! No one is doing anything!

    The why: Salespeople are not entering activity data, making all of the leads and opportunities look stuck. Opportunity pipeline data is only being updated when forecasting requires it, so even though the deal is progressing, the stage isn’t changing so the deals look stuck.

  4. Marketing leads are either perfect or worthless, never in between.

    The report: Any report linking opportunities to lead source or campaign ROI

    The lie: Some leads are so good they go straight to close. Others are so bad, no salesperson can ever be bothered to even call the lead.

    The why: Since salespeople aren’t entering much activity data, there’s no way to tell the difference between a lead that was a total dud and a lead where the salesperson had five meetings and got beat on price.

    Your forecast, brought to you by Ouija
    An essential sales tool.

  5. Your salespeople are telepathic – they know exactly which leads will close.

    The report: Activities by Opportunity

    The lie: Your salespeople first consult a Ouija Board to see if the lead will close. If it will, then they go meet with prospect. Because of their telepathic skills, they never meet with cold leads.

    The why: In this case, salespeople are meeting with leads without converting them to an opportunity. If the lead is bad, they don’t record anything. Why bother? (Then marketing goes out and buys more of these leads, since they never got any feedback from sales.)

  6. Your salespeople can – and do – sell your product to a potted plant.

    The report: Any report linking campaigns to opportunities using Opportunity Contact Roles

    The lie: Your salespeople can win in accounts where they know no actual human beings, since there’s no record of any people at the customer being involved in the deal.

    The why: It takes multiple steps to add a contact to an opportunity, so when salespeople skip this step, it looks like they can sell your product without actually talking to anyone. Wow!

  7. You should fire all of marketing.

    The report: Any report linking campaigns to opportunities using Opportunity Contact Roles

    The lie: All the money you spent on marketing? None of it worked. When you look at the leads found at trade shows, nurtured through email, and handed off to Sales, almost none of those contacts are actually associated with any closed business. All that marketing money should be added to next year’s sales club celebration budget.

    The why: Salespeople may carefully capture customer contact data, but it’s uncommon that they use Salesforce’s opportunity contact roles feature. As a result, the reports that link marketing activity to sales opportunities don’t work.

Does your data tell these lies?

Selligy offers a free, automated assessment of your Salesforce data. Just click here to find out.

What’s behind this web of lies? Is it just lazy salespeople?

All of these scenarios are caused by salespeople avoiding capturing any data about opportunities, including the activities and people involved in closing the deal.

What’s behind this? Here’s where the marriage between sales process and Salesforce goes wrong:

  • The sales process requires too much data to create and update opportunities, so salespeople don’t do it until they have to.
  • The sales process punishes data. If you ding a salespeople’s won/loss record for closing a bad lead, they won’t tell you about bad leads.
  • It takes too long to enter activity data.
  • It takes too long to enter opportunity contact role data.

Willy_2 
Just because there's no data, doesn't mean we won't run reports on it.

And, no, it’s not about lazy salespeople. Salespeople are quite deliberate about where they direct their efforts. It’s simply that the cost-benefit of entering this data is not worth it.

Fortunately, we can increase the benefits and dramatically reduce the costs.

Unlocking the promise of mobile, CRM, and your sales process

Every salesperson is walking around with an incredible mobile device. And, with Salesforce’s dominance, it is fundamentally easier to connect them to their CRM systems.

But not all mobile solutions produce the same results. If you actually want to break the sales visibility logjam, you need a solution that:

  • Is built specifically for field sales;
  • Makes it dramatically easier to enter opportunity updates;
  • Eliminates all the searching required to add activities and contacts to opportunities;
  • Uses intelligent matching algorithms to suggest the right account, opportunity, and contact data – leapfrogging time-consuming navigation and data entry;
  • But doesn’t sync every calendar/email/contact back to Salesforce – we all tried that in 2003 and CRM data quality went through the floor.

This is why we built Selligy. Our customers are seeing quantum leaps in the level of visibility they have into field sales. With Selligy, you can the best of both worlds. Leverage your sales process for structure and focus. Use Salesforce to see what’s going on – and intervene to increase performance. And cut the time your team spends entering data into Salesforce at the same time.

sig-chris

Chris van Loben 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.

Every quarter, you can look back and see deals you could have won, if only you knew then what you know now. And a lot of these lost opportunities are the dreaded Stuck Deal.

I think this deal is stuck . . .
I'm not sure, but I think that ship over there is stuck.

You know the pattern. Your salesperson’s initial reports of the deal are positive. She works the playbook and the deal moves along. Everything sounds like there’s not much to worry about.

And then . . .

The deal goes from the front burner, to quiet, to stuck.

Why didn’t the sales manager and the salesperson see this coming? When a deal goes just a bit off the rails, or the warning signs are quiet, it can be easy to just let it go. So, the deal doesn’t come up at the next status meeting, or gets skipped over as status quo. By the time the manager and salesperson realize there’s a problem, the coaching conversation may be too late. 

A great sales manager can coach a salesperson in the ways to get their deal unstuck. But they can’t help a deal unless they know what’s going on.

Here’s the interesting secret: Salesforce actually has reports that can help you find stuck deals. For example, it’s not difficult to write reports that show deals with expected revenue – but no meetings or calls within, say the last month. In fact:

  • There’s a standard salesforce report called “Stuck Opportunities.” (Documentation here) Very straightforward, this report sorts all open opportunities by stage, then by how long each has been at that stage. The ones that have been in the stage the longest may be stuck.
  • There’s also a standard opportunity field for reporting called “Last Activity” that returns the date of the last activity on the opportunity. It’s easy to create your own stuck opportunity report by adding this field as a criterion – there are standard reports for this for leads and accounts.

But, for most companies, the stuck deal reports don’t work.

Why? Two reasons:

  1. Salespeople avoid entering opportunity updates except when they absolutely have to for forecasting. It's too time consuming and there are are too many disincentives (see a list here). In fact, our data show that at many companies, over twenty percent of all opportunities are created after the deal is already closed. (Do you have this problem? Take our free Sales Visibility Assessment to find out.) So, these opportunities never show up on any stage reports. And stage reports won’t find the deals that are closing, let alone the ones that are stuck.
  1. In the vast majority of companies, salespeople don’t log meetings and calls as separate Activity records in Salesforce. So Salesforce’s “no activity” reports don’t find stuck deals – they find all the deals. Again, our data show that missing activity data is the rule, not the exception. (Again, our free assessment will analyze your salesforce data to see an assessment and suggestions to improve for your team.)

How do you fix this?

To get visibility into sales activities as they happen, you need a mobile app tuned to what field sales people do day to day, minute to minute. You have to make it dramatically easier to both enter opportunity updates and log meetings and calls. To unlock next-level results, you need to leverage mobile to empower salespeople to capture updates while they are in the field – not back in the hotel, and not just before the status meeting.

This is why we built Selligy. We’ve cut the time it takes to enter sales activity data tenfold  – and our customers see five times more sales activity data in salesforce.

Why is all this so important? Because when your sales managers can see more, they can save more.

 

sig-chris

Chris van Loben 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.com data.

 

 


Does your sales process freeze out marketing?

Marketers often complain they get no data from sales –  carefully nurtured leads just drop into the “black hole of field sales.”

It’s easy to blame “lazy salespeople.”

But have you looked at your sales process – and your CRM?  

Is your sales process freezing out marketing?
I was told there would be funnel data . . .

Too often, the sales process and CRM implementation conspire to silence feedback from sales. While management is saying “give us accurate data,” the CRM system adds, “and you’ll be punished for it.”

This chasm costs enterprises dearly. Without feedback, marketing wastes money on bad lead sources. Sales then wastes precious sales capacity chasing down the bad leads. This mess weighs down revenue, sales productivity, and margins.

How does this happen?

Here’s a list of some common ways that the sales process and CRM actively suppress feedback from sales.

  • It’s not your fault, so we’ll blame you anyway. Often, salespeople are aware that their managers look at won/loss percentage reports. So if a salesperson creates an opportunity, then figures out it’s a bad lead after the first meeting, it makes his loss percentage go up.
     
  • Instant interrogation. When the salesperson marks the bad lead as a “lost” opportunity, the CRM system emails the whole management chain. Everyone then calls her up to ask if the lead was really bad, or did she forget to try some new sales angle?
     
  • Let’s play 20 questions. Too often, when a salesperson hits certain triggers, tons of fields suddenly become required – many of which don’t really apply when a deal is revealed as a dud after the first meeting.

The lesson is unmistakable: It’s not worth creating opportunity records for bad leads, better to only create opportunities late in the cycle, when you know the deal is “real.”

Bridge

Bridging the chasm between marketing and sales. We're all on the same team, you go first.

So marketing gets no feedback on the bad leads – exactly the opposite of what marketing and sales leaders need.

How can you tell if you have this problem? You can take our Sales Visibility Assessment – an automated assessment of your salesforce.com data.  But you can also look for these signs:

  • Do you have 10 percent or more of your opportunity records post-dated?
     
  • Is a large percentage of your opportunity records created at a late stage in the sales process (like at RFP)?
     
  • Do your salespeople log meetings on early opportunities (or on any opportunities) – allowing marketing to really tell the duds from the real opportunities?

The fact is that neither the sales process nor CRM are at fault. Your sales process doesn’t have to be annoying to be effective.

And, more importantly, your CRM doesn’t have to be a time sink to capture quality sales intelligence.

With great mobile sales apps, your salespeople can give you more feedback with a handful of finger swipes than by sitting down at a desk for 10 minutes.

Mobile can build a bridge across the marketing-sales chasm – and lift the effectiveness of the whole company.

sig-chris

Chris van Loben Sels
director, business development & marketing

 

Contact us to learn more about the innovative teams 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.com data.

 

 


CRM and your sales process are supposed to be like chocolate and peanut butter – perfect when mixed together.

But too often, they're like matter and anti-matter – the sales process and CRM system blow each other up.

SalesProcess3
Just as long as there are no mixed messages . . .

There are tons of benefits to be had – we’re told – from building the sales process into your CRM. It will guide your salespeople, help your managers coach, even develop new customer insights.

But our data show that this just isn’t happening in the real world. Our analysis of CRM data has found:

Over 75 percent of opportunity records have no sales process data in them, beyond the simplest field, Stage. And only have enough updates that you can actually see the sales process at work.

So what’s happening? Why aren’t we all in CRM-enabled sales process nirvana?

 Usually, it’s (way) too much of a good thing.

I think we can fit a few more fields on the Opportunity page, don't you?
I think we can fit a few more fields on the Opportunity page, don't you?

Adding too much sales process to CRM makes it much harder to use – and slowly it just becomes, well, not used. Way too many sales process questions weigh down your CRM pages. Questions asking for long essays are just too time consuming.

With all this gunk in the CRM system, the team slowly starts filling them in less and less. The only way the manager knows what’s going on is by phone and status meeting. All the high hopes for the CRM system and the sales process fall by the wayside.

Is this happening to you? Check for these three signs.

  1. Your sales process fields are mostly empty. This might be tough to take, but try it. Build a custom report in Salesforce to see how many opportunities have your custom fields blank. (To do this, add a filter, pick your field, then leave the criterion field blank and press ok.)Report2
     
  2. Your sales process fields require lots of text and typing. Some companies try to turn salespeople into novelists, asking them to write elaborate answers to mutli-part questions. Even if the salespeople are filling them out (which our data would show is rare), the grind of doing this work will cost more selling time than the results are worth.
     
  3. Your CRM is only the agenda for your status meeting. Do you just look at the forecast to run you status meeting? Or do you get most of what you need by reading what's in the opportunity records? If you just use CRM as the forecast agenda, that’s another sign there’s not much useful intelligence in your CRM. (If your CRM is full of useful information, then your team should get annoyed when you ask them what’s going on in a deal. They’ll just say, "that’s already in CRM, take a look.")

So what can you do to revitalize your CRM and sales process?

You need to make tracking the sales process much faster for salespeople – ditch the twenty questions, drop the essay questions, and focus on what is really important.

At Selligy, we’re using mobile to enable salespeople to answer the most important questions about deals with just a few finger swipes. Our mobile app automatically fills in meeting attendees and details from the salesperson's calendar, so they don't have to waste time entering them manually. Our customers are seeing 5 times more activities logged, while the salespeople are spending less time entering data in CRM. 

More importantly, Selligy is helping these teams make their sales process and CRM about selling again. Because selling is the whole point.

sig-chris

Chris van Loben Sels
director, business development & marketing

 

Contact us to learn more about the innovative teams 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.com data.

 

 

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