We've worked with 76 sales VPs and their teams over the last year. Here is the single most common mistake I see them make...
There are no rules for what they want to have happen & not happen in the sales process. Here are some examples of what good rules look like:
Rule: No open deal should go more than 7 days without a touchpoint.
Rule: When prospects go dark on us, we contact them 5 times before we move them to lost.
Rule: New inbound leads get contacted within 5 minutes.
Rule: No lead goes more than 7 days without a touchpoint.
Couple reasons why these rules matter:
1. It means there's a bet - You're saying "if we meet these rules, we'll drive more revenue." That means you know what to look for to see if your bet is right, and can adjust faster if it's wrong because you can see it.
2. The rules above are not based on manual data entry. No lead status. No priority. Just facts based on activities. Less manual data entry means more accurate data and more time spent selling.
3. It's super easy to find your revenue leaks. For example "number of leads not contacted within target", "Open deals not touched in 7 time".
Incredibly simple? Yes. Incredibly effective? Yes.
Studio Operations Manager
1moGreat perspective