They build workflows to help them build relationships and close deals faster. They invest in systems that send reminders, alerts, and messages to their groups so that nothing falls through the cracks.
They’re focused on providing their salespeople with as much information as possible – and wherever possible – to make their jobs easier. They are committed to collecting as much data as possible – and keeping it up to date and accurate. They usually do this through their CRM systems. Which is why smart managers are not afraid to share information with their sales teams. Has this person ever contacted us before? Has this person been on our website and where? What products would be of interest? Who is our competition? What are the issues? Where are they located? Who am I speaking to? Of course, there’s more. Before meeting with a prospect or calling up a lead we need information. The more data, the better – as long it’s relevant.
#Gene markx cpa driver#
Today’s most successful business people know that the data is the driver behind their decisions. To me, it comes down to three important tactics.
So for a manager, how do you manage this crazy group? How do you kickstart them to maximize their potential? How do you get them to sell as much as they’re able? There is no one recipe for being a great salesperson. I’ve met great salespeople who are affable and irritable. Some I know are super-technical, while others are just more instinctive about their products. Some can sell just about anything others are more specific in what they sell. Some of us like technology, others don’t. And we salespeople are an interesting lot. Although I run my own business and I’m a certified public accountant, I consider myself a salesperson at heart. Gene writes every day on small business for The Washington Post twice a week for Forbes, and weekly for Inc, & Entrepreneur.īecause my firm sells customer relationship management systems, we naturally deal with lots and lots of salespeople. Below is a guest blog by Gene Marks, a CPA, author, columnist, and owner of The Marks Group.
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