As you know, organization is simply one of those “must-have” skills that a salesperson must possess in order to be successful.
Let’s make a distinction – being organized in sales doesn’t mean having a spotless office with perfect stacks of paper and a strategically placed hand sanitizer beside your computer.
Being organized means having one contact management system that you use every day to manage all client files, your complete calendar, your tasks and all the information you need to prepare for each sales call.
You must get yourself organized with a true sales force automation system such as InfusionSoft, Landslide, Salesforce.com, SugarCRM or OnContact because they become your sales dashboard. While I’m not endorsing any of the aforementioned systems, I do highly recommend using a proven CRM system to help with your day-to-day activities.
If you’re using spreadsheets, databases or email systems you will eventually need to get accustomed to a more robust system if you want to grow efficiently. These systems do not allow you to simultaneously manage key aspects of your business such as scheduled follow up calls , your calendar(s), multiple account contacts and your sales opportunity funnel.
The objective is to get into the habit of using (and relying on) your CRM system every day.
The most successful salespeople I know use their systems to track:
- Customer contact details for multiple account contacts.
- Personal and professional milestone dates such as birthdays and company anniversaries.
- Sales funnel opportunities such as how much and when a prospect will buy.
- Status of the prospect in the sales cycles, probability of close, and timeline.
- Scheduled meetings, calls, and follow up tasks.
- Notes of past calls and actions.
- Links of emails sent.
If you’re already using a trusted CRM system…congratulations! You are set up for success and don’t have to worry (as much) about sacrificing organization in the name of growth. However, if you are still using outdated systems to track your day-to-day operations, it’s time to upgrade and get organized.
Organization is a key element for creating consistent results. If you’re looking for more strategies to eliminate boom and bust sales cycles, check out my new book, Nonstop Sales Boom!