Tracking Systems and Poor Attitude

Welcome back! After our week long hiatus I am glad to be back. During the past 3 weeks we have covered how to avoid failing at prospecting and why it’s important to keep the funnel full. Today we continue this trend by discussing tracking systems and why it’s key to keep an open mind when looking into new prospecting opportunities.

Insufficient tracking system

If you are tracking a perspective client, or an existing one, this information can be essential in establishing an updated historical review that the company or sales representative can draw from in creating communication initiatives for the present and future.  Tracking is also a key ingredient in getting a clear perspective of the activity and behavior of your sales people.  If a sales representative leaves your company, you still have a road map for an effective transition by having the necessary background information on your clients.  Act and Goldmine are the two most widely used software programs.  Through the use of this software, and through staying up to date with your client database, transitions between salespeople who enter or leave your workplace can have a semi-seamless transition.

Remember it is important to immediately contact prospects and clients to informing them of the transition because it is very possible that the salesperson may be going to work for the competition, that’s the reality of the sales profession.

Poor Prospecting Attitude

Webster defines attitude as a relatively stable and enduring predisposition to behave or react in a characteristic way.

I am constantly finding that sales people have a tendency to pre-judge prospecting opportunities.  I strongly believe that everyone brings something to the table; they may not fit the profile of someone you would directly do business with, but they very well may have a strong center of influence. They may have the ability to introduce you to people they know, that could be highly beneficial to your business if your product or service is a good fit.  So before we develop a predetermined attitude about an individual or situation, take the time to go through the discovery process and see what opportunities exist.

A lot of people, while doing sales training and working in the prospecting arena, raise the question of when is the proper time to ask for a referral.  To keep it simple you’ll find that referrals will come your way when you have a very satisfied client. This which could be at the time of completion of the job or sometime after they have had an opportunity to have a positive experience with your product or service.

NOTE: We will be switching to Wednesdays for the blog and sales tip of the week for the next few months.