Spring cleaning to rejuvenate sales.
Spring is here. As the weather heats up, I feel a jolt of energized motivation. I’m re-thinking those projects for which I’ve hit the snooze button – repeatedly. Spring is a time when the world begins the process of renewal and rejuvenation. The sun takes a bit more time to fall below the horizon, and the chill-shrouded days of the previous months begin to fade from our memories, and our bones.
Almost without being aware of it, I found myself moving furniture to get at the dust and debris hibernating behind. I surprised myself with how good the furniture looks in its new arrangement and wonder why I never saw things in quite that way before.
Spring is a time when we begin to lay siege to the dirt and detritus that has accumulated in our work life as well. Whether it takes the form of an immense pile of neglected receipts on your desk, an ever expanding to-do list, or account strategies that – after months of execution – have grown dis-organized and unfocused, these sometimes invisible yet very present obstacles will drive your productivity deeper into the ground than the spring bulbs you planted.
Is this where you find yourself in the middle of Q2? Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers.
Spring cleaning in your personal life requires an array of mops, buckets, boxes and bins. If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life.
The relationships you have with customers represent the absolute foundation of any measure or achievement of success. It is vital not only to identify account goals at the beginning of the year, but to re-evaluate these goals periodically (spring is a good time!). How can you alter, or refocus your sales plan accordingly to optimize your efforts? Plan2Win software helps salespeople like you develop territory and account strategies. Reviewing your plan regularly enables you to make better use of your time and resources and produce better results. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts.
The adage “time is money” can most definitely be applied to selling. If you’re behind in your expenses it’s most likely due to this philosophy. Completing expense reports sucks precious selling time from your day. Gorilla expense lets you record expenditures with your smartphone or laptop as you incur them. The receipts can be added to reports electronically, thereby eliminating the need to carry or accumulate paper receipts. And Gorilla Expense keeps things organized and up-to-date for sales managers and finance. Users that are designated as managers can view, save and approve/decline reports that are submitted by subordinates from within the application. The application also allows managers to redirect reports to other managers/stakeholders including Accounting for the final approval. This is all managed electronically within the application.
Spring cleaning has become a kind of inspiration-fueled engine of social therapy. It can serve that same purpose for your sales team. There should be a place for everything, and everything should be in its place. Bloomfire gives your team fingertip-access to all the sales documents they need to spike sales fast — videos, presentations, selling tools, docs, spreadsheets, etc.
Sales reps can ask questions – and get answers… from product managers, sales managers and each other. They’ll be swapping slides, tips, and proposals. No rummaging around for the right presentation. No fire-drills looking for quick answers. Bloomfire works whether your people are in the office or in the field, using PCs, Macs, smartphones or tablets.
Managing email, from an administrative viewpoint, is an area that seems to undergo the highest degree of neglect, and consequently generates a proportional degree of inefficiency, pressure, and tension. Email is the medium where most sales-relevant communication takes place. You cannot live without email, as much as you might wish you could. Yesware is for Gmail users who want to lasso the horse-power of email to improve the quality and timeliness of prospect communications and reduce the hassles of logging prospect activity.
With Yesware you use email communication as a means to record prospecting activity in the CRM system. It’s done in a way that it’s helpful for both reps and managers. Yesware provides a quick way to see how you are spending your time. Organize your team’s’ templates to match your sales process. If you use a sales methodology, have those stages appear right in your team’s Gmail.
Over time, the residue of unfinished tasks, sub-optimally executed plans, and missed deadlines, distract us from our objectives and keep us from peak performance. The sense of accomplishment and invigoration we feel after spring cleaning is no accident. It is an integral part of the natural order of things. And it is most definitely an integral and essential part of enthusiastically reaching our highest level of sales achievement.
Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools, she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digestwith invitations to complimentary webinars and informative publications. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Nancy can be reached at 916-596-3035. To schedule a free 30 minute consultation click here.