Imagine not doing the following things before a mountain bike ride:
1. NOT lubing your chain
2. NOT checking your tire pressure
3. NOT checking your brakes
4. NOT adding water to your hydration pack or water bottle cage
5. NOT wearing your helmet
What might happen to you, the rider? Well, a lot of potential danger or actual perceived danger. You might also bust your dome by not wearing your helmet - hell, that's just stupid. So, what do most riders do to curtail missing out on these fundamental action items? Simple: they operationalize the pre-ride.
The same thing must go for any sales team. Let's re-engineer the list and see what we come up with:
1. NOT lubing your chain = NOT making it easy for Sales reps to quickly engage a sales system to complete and log sales easily
2. NOT checking your tire pressure = NOT checking to make sure the Lead you're about to close is the right business
3. NOT checking your brakes = NOT putting into place a check/balance system so Sales and Marketing reps communicate
4. NOT adding water to your hydration pack or water bottle cage = NOT providing the proper sales training and compensation plans to keep sales reps going
5. NOT wearing your helmet = NOT creating a CRM safety net so Sales reps don't make stupid mistakes
Simply put, a sales CRM or operational system will drive success! It serves as a checklist to answer the simple questions for a sales rep:
1. What do I do with this Lead?
2. How do I show that I've made progress?
3. How do I prove it is qualified?
4. What do I do after that?
5. What steps do I take to make a sale?
1. NOT lubing your chain
2. NOT checking your tire pressure
3. NOT checking your brakes
4. NOT adding water to your hydration pack or water bottle cage
5. NOT wearing your helmet
What might happen to you, the rider? Well, a lot of potential danger or actual perceived danger. You might also bust your dome by not wearing your helmet - hell, that's just stupid. So, what do most riders do to curtail missing out on these fundamental action items? Simple: they operationalize the pre-ride.
The same thing must go for any sales team. Let's re-engineer the list and see what we come up with:
1. NOT lubing your chain = NOT making it easy for Sales reps to quickly engage a sales system to complete and log sales easily
2. NOT checking your tire pressure = NOT checking to make sure the Lead you're about to close is the right business
3. NOT checking your brakes = NOT putting into place a check/balance system so Sales and Marketing reps communicate
4. NOT adding water to your hydration pack or water bottle cage = NOT providing the proper sales training and compensation plans to keep sales reps going
5. NOT wearing your helmet = NOT creating a CRM safety net so Sales reps don't make stupid mistakes
Simply put, a sales CRM or operational system will drive success! It serves as a checklist to answer the simple questions for a sales rep:
1. What do I do with this Lead?
2. How do I show that I've made progress?
3. How do I prove it is qualified?
4. What do I do after that?
5. What steps do I take to make a sale?
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