Ohio State vs. Michigan

My son attended Ohio State and he tells me that there’s a phrase that goes around the week before the big game against Michigan.  Its “what did you do to beat Michigan this week?”

This reminded me of the same kind of mindset for running and managing our business.  In the above case it’s preparing to beat Michigan (which didn’t work out too well this year for the Buckeyes).

Most businesses hold weekly status or staff meetings.  If you have a CRM system, this is a prime opportunity to manage through your CRM system and not around it.

Too many times we ask our staff to use the CRM system to track their sales opportunities only to then have them attend a their weekly review with spreadsheets detailing their opportunities, their last week’s call / visit log, and their next week call / visit schedule.

CRM systems today (and not so long ago) allows users to track their appointments, telephone calls, and their meeting notes so the sales people don’t need to spend any extra time creating these reports each week for your meeting.  If done properly, the CRM forms that the users put information in allows you, the business leader, to generate a report and see all of this information.  This information can be displayed in an Excel spreadsheet format, in a graphical pie or bar like chart format, or any combination.

So what did you do this week to beat your biggest rival?  Think about your biggest rival as tasks and actions that prevent you and your sales team from having more time with your clients and prospects.  One way is to tailor your CRM system, so that as your people use the CRM system in the normal course of their day, you will have the data you need to manage your business better.

Until next time,

James Marzola

President and CEO

Comments are closed.

• Need To Increase Revenue?

  Let Us Help

  First and Last Name*

  Email Address*

  Phone Number*

  Company*

  Questions or Comments*

  Enter Code*

  *All Fields Required