Regardless of the industry you’re in, work optimization is a crucial, multidimensional, and continuous process. It can take many forms and involve different aspects of your business operations. As far as sales optimization goes, its goal is to improve the efficiency of the sales team and thus increase the revenue. In this post, I’d like to uncover a bit of a hidden gem. Stay with me as I explain how notes and summaries are the secret sales booster.
We all remember those visits at the grandma’s house when we couldn’t possibly eat any more food but we forced another portion of cheesecake or egg salad.
Granny could easily smash any objections you had and she didn’t care about your arguments that your tummy was full and you couldn’t even fit breadcrumbs in there.
How can we translate this into sales?
In case of the visit at the granny’s, we agreed to eat another portion because usually we didn’t want to hurt her feelings and we had a strong relationship with her. It’s not as easy with our clients. They don’t know us, they don’t trust us, and they almost always have some objections.
In such an environment, the sales director needs to analyse a huge amount of data from many different sources… Working this way forces the use of CRMs which make it simpler to register activities and draw conclusions later. But salespeople don’t always like to use them. Why not?