The lazy salesperson and the overachiever Part II

The lazy salesperson and the overachiever Part II

How do we make things easier:
Ok, so you want to make life easier for your salespeople, and more importantly, get past some of the issues we discussed that their lack of interest in entering deals can cause. Since we are going to discuss making things easier for them, I will skip over concepts that force them to do data entry, like withholding pay, mandating fields and such since we aren’t that cruel hearted.
One of the nicer tasks you can take away is having to log into 10 different places to do your work. Sales people generally have to log into the CRM, Order entry system, expense system, contracts, word processing, email, and the list can go on. Creating a single place for these applications to reside, and allowing for one sign on reduces having to look for the app, and remember countless passwords.
I used to think allowing mobile apps and tablets were great for sales people. They are for some, like retail and B2C. It’s great to see people signup or buy something on the spot using foursquare on a tablet. But let’s be real when it comes to b2b. I have yet to see someone stroll in a b2b deal, and get the customer to sign the dotted line on a tablet. So what do b2b people do with the tablets, as best I can tell they watch shows, check email and listen to the radio. I do have a business partner who reviews contracts on his tablet, but doesn’t use it to do redlines or edits (thanks Mark, I love the email suggestions). So I would take the tablet away, let them do it on the phone (email, view reports and check deal status). This I see happen and do it myself. Making the pipeline easily accessible via the mobile phone is a must. So in summary, tablets are great for capturing b2c data, but for b2b I think they are worthless, so don’t force it on us dinosaurs.
Last idea here, is to limit the amount of data that your sales people have to enter. Default data where it is possible, using logic based systems dependent on the specific services and products, or account information they are entering. Also, if you don’t need a field, hide it/use it for something else. I hate the fax number on every CRM, come on, who faxes anything anymore… Shrink the amount needed to one page of critical information, and have notes. Your overachievers will adore you for this.

  • Posted by Lanshore
  • On November 9, 2015
Tags: b2b, b2c, commissions, Compensation, effectiveness, Sales, Sales Performance Management, salesperson