ASK THE TECH-SPERT!
Got a question you'd like to see answered in this column? Comments, suggestions? Email
bfeldmann@ghba.org
What is the best way to help my sales staff manage their leads and understand the importance of quality versus quantity follow up?
By ERIK COFIELD, of BuildTopia
By setting the stage for success for the sales staff. As a manager you should be directing what follow up takes place, how often and through what channels, whether it be phone calls, emails, letters, to-dos, etc. Providing scripts is very helpful for most people too. Industry experts like Bob Schultz, Myers Barnes, etc. can also help with follow up and managing the sales process.
However, if you are the boss, some of the burden to help the sales team falls on you. Giving the sales team a great system, structured processes and an easy-to-use methodology helps. Once they see how effective follow up on a few qualified leads is way more profitable than quantity follow up, and money flows in, they become champions. Essentially, you create a quality campaign or set of items. Then you manage the team to get the items done, which would be very easy if you had a CRM system, as they almost go by themselves, or at least with a couple of clicks, ONCE they are set up correctly.
Also, I would suggest pointing out one of your stellar sales people and correlate their success to using the system and doing the tasks. Sales people are often more driven by success, money and recognition,
and don’t really like the grunt work. If you make the grunt work easy for them to do, you get the best of all options.
How do you use paper sign-in cards in a CRM system or electronic database?
Keep in mind sales people rarely interact with an in- person prospect while in front of their computer, at least in a sales capacity. Therefore, hard copy cards are still used on tours, in front of customers, etc. However, once the sales person returns to the office, model or computer, they enter the data in to the system. The CRM system should be structured and have the functionality to do this very easily. Many are set up so the sales person can simply check a check box or selecting an option from a drop down menu. Let’s face it, software is supposed to make it all easier right? Also, the sales person or marketing manager should be able to then easily manipulate the system to help them with marketing campaigns, by prospect type, etc.
NEXT MONTH: Some software systems you buy, some you rent, and others you pay forever. What is the difference, and how do I choose?
Stay tuned for the answer!
It's Our Birthday... Let's Party!
Friday, February 4
You're invited to GHBA's 70th Anniversary Extravaganza, honoring 2011 President Mike Dishberger and his incoming board of directors.
INFO/SPONSORSHIPS: Visit
www.ghba.org or contact D'Nita Kuhn at
DKuhn@ghba.org; (281) 970-8970 x130.
30 DECEMBER 2010 | HOUSTON BUILDER | GREATER HOUSTON BUILDERS ASSOCIATION – BUILDING A BETTER FUTURE
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