Being organized in sales is very important to the VA Partners team. It is key for any sales person, but for us handling multiple clients in a fractional sales role it is even more critical. The team met in our regular sales development meeting this past week to go through some of the ways that we stay organized.
CRM
We use separate instances of CRMs for our clients. We mostly use HubSpot, but we also use tools like Pipedrive, Bigin, and Zoho. The good news is that most of the CRMS are set-up in a similar manner. Our CRM is the one source of truth. That means all of the client and prospect information should be found in or linked to the CRM. The biggest way to stay organized is through future tasks. We are descriptive in what we plan to do. This means naming time zones for calling, indicating the next email they will get, and highlighting information collected from previous interactions. The team utilizes queues to prioritize the activities linked to deals or more important tasks. We have written blogs before on CRM tips if you want more details.
Calendar Use
We use the calendar to organize our days. Our team typically has 3 to 4 accounts that they work with so this means staying on track is more complicated. Meetings from other calendars get added into our VA Partners calendar so we are careful not to have meetings conflict. We typically add blocks of times for calls, emails, and research. The times that are best for calls are blocked off for calls and the less productive times are saved for research and email. We take some time at the start of each day to check emails across all our clients and see if there is anything that needs to be taken care of right away. We will adjust or plan for the day if needed
Scripts and Templates
Email templates allow us to quickly send out quality emails quickly. We create a custom Sales Fast Start plan for each client. This guides us through the engagement and serves as a valuable reference document. One of the most important parts of the plan is the cold call script and objection handling. We role play these before we make calls and based on the feedback from calls we will make tweaks to the plan. Having a script allows us to be confident and consistent in our approach.
Being organized in sales is key to maximizing efforts and results. If you would like to talk about how we can help your team please connect with me.
