Looking back 20 years: Remember your Star Salesperson in those days? What’s the old saying? The top 20% produce 80% of the business. . .
And wow did Star Salesperson produce!
80% of the business working three days a week. You were expecting and assuming a five day effort! Little did you know. . .
Imagine what Star Salesperson would have produced working FIVE days a week!
My friend, the world has changed. Accountability is demanded in all walks of life today, and in particular, by investors.
In most well-run businesses today, accountability is built into the system because well-run businesses MAKE their employees and contractors accountable for their deliverables. Goals are set that are achievable, time-bound, and measurable. Furthermore, systems and processes are in place that document the sales efforts, opportunities and revenue pipelines that drive the business to the goals that have been set. In a well-run business today, Star Salesperson works FIVE DAYS A WEEK, unless directed otherwise by management. You see, if that Star Salesperson hasn’t documented the activities that led to a sale in a CRM system, as far as the Sales Manager is concerned, and Payroll so directed, THE SALE NEVER HAPPENED!
CRM makes bosses and investors very happy. Revenue forecasts are accurate. A roadmap to the goals is being followed. And sales managers know just what their salespeople are doing and when.