YOU AND YOUR DATABASE

Lots of comments from last week's WHAT IF perspective and possibly some new clients ! Pressing on !

So, what about you and your database ? What are you utilizing to track your efforts and relationships with clients and potential customers ? I have one client who still utilizes different colored index cards in a file box with dividers for days of the month and multiple month dividers as well. He has tried some of the newest software / CRM systems and still believes his old way of staying on top of all of his efforts is easier and more timely. He carries it with him and maintains it as he goes along throughout the day. If he goes in the office, the file box goes with him. His manager dislikes it for sure but admits to me that no one on their sales team is more on top of his efforts than my client. How did I happen to talk to the manager ? Well, he wanted to blame me for the "box' method of his best salesperson. That's not the case. Did I contribute to it - possibly ? The fact remains that he is doing a great job of being on top of all of his efforts. His campaign for new leads and existing customers is awesome and he would be the first to admit that his campaign efforts contribute greatly to his success.

Based upon my experience with many salespeople, their database is not maintained on a timely basis and it contributes to their less than possible success level. Sales coaches and managers want each salesperson to be on top of all their efforts for a multitude of reasons. You need to know where you stand constantly with existing customers, leads, prospects, networking efforts, cold calls, face to face appointments, mailings, phone conversations, etc. It is a monumental task for everyone and most do not do daily postings, do not use time flags as reminders, and sometimes fail to see the value of every other nuance of the sophisticated CRM systems now available.

If this is you to any degree; please recognize the value of being on top of your efforts and how it can enable your success beyond anything you have achieved so far in your career. Take the time to get your database caught up and keep it maintained on a daily basis. Utilize all of the features of any software available to remind you of everything you should be doing or promised you would do. It's important. You will impress your existing clients and earn opportunities with potential clients.

If you understand the value of a sales campaign; then you have to utilize some form of tracking what you have done, what you need to do next, when you need to do it, and the results of your efforts. Professional salespeople know the value of a well maintained database. Make sure you are among the best. Get with it !!!!

Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !