It makes sense that your salespeople want to focus on tasks that will drive in the deals they are currently working. For most salespeople, this means pitching prospects and setting appointments. Unfortunately, the details are what tend to fall by the wayside, which can cost the company business in the long run.
With so much activity happening in your sales department, it’s essential that your salespeople capture and record their data. Having accurate data inputted into your company’s CRM system ensures prospects are properly nurtured and maintained. Too often, salespeople will fail to fully input all of a prospect’s information, which can lead to confusion and missed opportunities. As a manager, you should be able to look into your company’s CRM at any time and be able to understand the status of all prospective customers. Detailed records also guarantee clear communication when contacts are transferred among salespeople as they come and go from the organization.
At a recent speaking event, we were asked how we make certain our salespeople input all of their prospects information into our CRM. The answer is a simple one: we integrate that activity into our process. If there aren’t records for your activity, it essentially didn’t happen. Now, this may sound harsh, but it’s effective. At the end of the day, you’re running a business and if you can’t track your sales activity, you’re not going to be as successful as your competitors.