Thursday, December 10, 2015
When it comes to sales process tools I am far to be a "heat seeker" or a "tools nerd" Neither am I a Luddite. As long as I have what I need to make me as efficient as I can be, I am happy. However, every now and again I am persuaded to sit in on a demonstration and very, very occasionally I am impressed. That happened recently when Front Row's Etien D'Hollander asked if he could show me the advances he has made in "mobile CRM" Frankly - and sincerely - I was blown away. I actually told him that I could only dream about such a solution, when I was heading up sales teams. Really, really impressive.
Tuesday, December 8, 2015
I got into a discussion with a new customer about the information they needed from their sales reps. Information that was critical to the success of their company. They are a bottled water company that sells water services to businesses across North America. He said what he needed from his sales reps was competitive contract expiry information. If we had that information he said we could begin a campaign at the appropriate time and go after that business. We have that information for less than 15% of our prospects. I suggested we add two questions into his Activity Card (A Front Row Activity card is a series of questions that a company creates that every sales rep answers after a sales call through the Front Row app on their mobile device).
The two questions we added were 1 a multiple choice questions “ which water company are you currently using” with these options.
And the second question with a calendar, “when does your current contract expire”.
These two questions were now front and center as part of their sales report and it became a constant reminder that this information was important to the success of the company.
Within six months the company had a huge data base of where every competitor was and the contract expiry information went from under 15% to over 60%. In addition we were able to provide management a report that showed the level of contract expiry information by sales rep which became a huge traing aid for they sales management group.
If knowing when a competitive contract expires is important to you contact us . We can help
Friday, December 4, 2015
The Front Row app and system works by having a company create a series of questions that they would like their sales reps to answer after every sales call. We refer to this series of questions as the ‘sales activity card’. The development of the activity card has several advantages to both the sales rep and the management team.
For the sales rep, the activity card:
1) Provides a clear understanding as to what the company needs from the field.
2) Allows a sales rep to quickly and easily provide a sales report using the Front Row app.
3) Enables success tracking and prospect validation.
4) Provides automatic task assignment to sales support team.
5) Auto syncs with Google, outlook, and mobile calendars to provide clear follow up notification.
For the management team, the activity card:
1) Provides a clear picture of sales goals and company direction.
2) Standardizes the information from the field for better analytic's and KPI’s.
3) Improves accountability.
4) Supports the sales team with a tool focused on their sales reporting challenges.
From our data base of several hundred sales activity cards, here are the 6 most commonly asked questions:
1) How did you contact the customer? By appointment, unscheduled drop in, phone call, email, web meeting, other.
This information provides insight into each sales rep’s preferred contact method, as well as close ratios and average sales amounts based on each contact method.
2) Who did you contact (could include name)? President, manger, owner, secretary, other manager, etc.
This question is industry specific and answers vary widely between industries. The information from this question ensures your sales reps are calling on the right people as well as identifying best practise and training needs.
3) What is the purpose of the sales call? Introduction, presentation, financial discussion, needs analysis, issue resolution, follow up, contract, etc.
Every sales call should have a purpose. Make sure your sales reps understand what the purpose of each meeting is and what purposes are acceptable. From that point, track compliance, activity and results.
4) What was the result of the sales call? Made a sale, not interested, needs more information, delayed purchase, budgeting etc.
From the result of each call, you can track and audit your clients and prospects while also providing solid information for best practise identification and training needs.
5) What issues are holding the customer back? Pricing, features, service, back-orders, warranty, competition etc.
This question can change your company and the answer is only available from input from your sales reps. Find out what your customers are saying about you. Is your pricing out of line, are your features weak, and is your service acceptable? Without this insight, companies are making decisions blindly.
6) When are you going to follow up? This question reminds the sales rep to book the follow up appointment which is automatically populated into the appropriate calendar for improved follow up compliance.
The Front Row system provides management with a view of each sales reps follow up calendar. The information provides insight into best practises and training needs.
These are the six most common questions from our activity card data base but there are hundreds more. Other questions focus on forecasting, competitive activity, prospect development, marketing insight, products presented and so on. The questions can asked in any combination of free text, multiple choice, multiple answer, true and false, yes and no, alpha numeric, and calendar.