Rethink Your Tools

Can you realistically spend the majority of your time at work doing your job?

There is a lot of prep work that goes into the prospecting process. You need to know whom you’re trying to reach, how you’re going to get a hold of them, how to organize your data, and plan your approach. It’s startling to me how many companies I work with leave it up to their reps to do all this work on their own.

You want your reps to spend as much time as possible on high-value activities. You should give them what they need to be effective and stay organized.

The data is out there and available. With a well-defined target market, you can purchase and segment that data, and have accurate contact information available at your fingertips. There’s no reason to make your reps spend the time necessary to reinvent the wheel.

Back in the day, a yellow legal pad or a spreadsheet may have been enough to keep track of your pipeline. Modern CRM systems have changed that game, with varying levels of sophistication. These databases are invaluable for helping your reps know where they are in their various sales processes, what their next steps should be, and when they should be taken.

You also have to be careful that you don’t over equip your team to the point where the tools become a distraction.

I don’t think you need to go crazy with tech, but some of these tools are table stakes. Make it as easy as possible for your reps to do their job.

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