Taking Action in Real Time
As General Manager, revenue is always at the top of my mind to keep our region healthy and growing. The first thing I do every day, well actually several times a day, is log into our CRM and see our forecast. How are we doing this quarter? Any big changes? Is the pipeline growing at the right momentum? I’m sure this isn’t a surprise, and I also know I’m not alone in our organization of people who look at this on a regular basis.
For me what tends to happen is I glance at the system a few times during the day, and then every few days I sit down and really drill in and talk to my team about what’s happening. I would do it more often but the chances of me being at my desk free from calls or other work in order to look at the details is a bit rare. And this mostly happens at night or on the weekends when others may not be available to discuss it so I flood their inbox with questions.
Looking is one thing but reacting makes the difference
Recently we added a connection to our sales forecast into my Sitrion ONE mobile app. I can see in real-time without logging into our CRM, and more importantly, I can see changes or trends that we’ve set as triggers to have a conversation. From there I can start the conversation. That’s it, no navigating systems, no email, no waiting until people are available. I see the information and react.
Push not pull
I wonder how others handle workflows around sales activity. Does your organization have a rule at which stage the rep has to have a quote approved? Does that happen seamlessly - or in the frenzy to close a deal, is it ever missed? For me that concern is gone; I can set alerts that notify me of certain changes in opportunities and not worry that I missed something or worry that we are disconnected on a deal.
ONE… and done
Our marketing team came up with this catchy phrase for our campaigns around ONE and I smile every time I see it. It is a clear representation of how ONE has changed my day and allowed me to be more productive. One app and I can approve things, look up information in multiple systems, or even ask questions. It really is the one place I visit every time I check my phone. Sixty seconds on my app and I’ve completed a handful of tasks that previously would not have been completed until I returned to my office.
I always like to say, time is super important to me. But let’s face it, time is important for everyone – so shouldn’t we all offer this same path to productivity for our employees?