Most of selling is about staying on task and in rhythm. If you are in a large organization, then there may be stages, criteria and a bunch of data tracking and collection you are doing for your managers.
But if you want to focus on the thing that will move the sales pipeline, it is about building and strengthening relationships.
Assuming you have a simpler CRM system, try this in your daily activity to stay focused and keep away from the noise:
- Set up your tasks. Do not start your day or week without putting in each task you are going to do. You don’t have to be date specific. Line it up for the week, if that is easier. It allows for the inevitable interruptions. But it is your master list to work from. The worst thing you can do is start with busy activities. You need your task list to be complete before you start so you know your commitment. It is your plumb line to connect with the right person at the right time.
- Set next steps. After you complete a task, set the next step for follow-up with your prospects. This is very important so you can remember to touch them at the right time. Don’t become a nuisance. Realistically, professionals operate with a weekly mindset. So assume at most you get one touch per week.
- Capture all communications. Be sure you can forward any emails and log any conversations you have quickly and easy. You want to be in and out of your CRM tool on each record. The more friction you have, the less you will be motivated to use it.
- Track deals only when it counts. Many conversations are not deals. They are just touch points. A deal means a person is engaging you around some kind of opportunity. Before that, rely on your tasks to follow up.
These are easy to do. Now treat it like a workout. See if you can touch ten people with a high quality touch point. Make it count and don’t just be another lame, disruptive voice.
Your CRM tool should be a place so you don’t have to keep the details in your head and you can quickly focus on moving the conversation and relationship.