How many times have you said this to yourself? Based on the 950+ sales leaders I have spoken to….ALOT of times!
Personally, I am always fighting for time! As the CRO of a startup that is growing like crazy, I have to always prioritize my time between eating and speaking to prospects. Which one do I do?
Of course, at this point, I do what most of my peers do, I look for a new gadget or app that will help me “plan out” my time. Somehow I always end up moving to stickies on my monitor since this is the only way I can see what’s important and what’s not.
The moral of the story is pretty simple: The only helpful tool is the one that doesn’t encumber your current work process. It needs to work the way you do and not require you to change what you do.
Going back to my conversations of 950+ sales leaders, here are a few things they all have in common: My rep needs to spend more time with customers and less time updating CRM & I need more time so that I can give just in time coaching to my reps.
The double-click in this statement nets out to these two items: If I get to my rep within 5 minutes of their meeting with the customer, I get really good data and it saves them lots of time (no CRM updates) and If I call them and give them coaching 5 minutes before a customer meeting they end up asking the right questions (just in time coaching).
So, what would happen if you were able to get to EVERY rep within 5 minutes of their customer meeting and give them Just In Time coaching (ask about the decision maker)? What if you were able to get to them as they are exiting the customer site (or meeting) to get the most reliable information on how the meeting went and then follow it up with a specific question you need an answer on (who is the decision maker?)? How would that save time for you and your rep?
Let me break this down for you:
What would you do with that time? How could that help you move from stickies all over your monitor to getting *beep* done?
Trust me…. it ’s a game changer. I no longer have stickies on my monitor 🙂 and I’m able to keep tabs on the business without stressing out my team…and by the way, I can now eat in peace 🙂 .
What really matters: Because of this savings in time…my newest sales rep had the time to create this video to get more customers. Check it out! https://youtu.be/qNi77kqShWI.