can work toward? Studies show that people who put meaning ahead of money are more resilient and shake off stress easily. If you haven’t had these conversations with your people, start now. Are you encouraging your salespeople to connect with their unique skills? Everyone has special talents that need to be recognized, reinforced, and shared. Salespeople can be hard on themselves, but success grows where encour- agement goes. In addition to teaching people to be bet- ter, remind them routinely about where they already excel. Do you have a personalized development plan for each of your salespeople? Leaders are like gardeners that water the seeds (talents) and pull out the weeds (poor habits). To reach an audacious goal, coach your people so they can expand their mindset and grow their skill set. Without self- development, there is little sales development. 


TECHNOLOGY TIP Hit Send (then track it) BY HENRY CANADAY


When you send an email to a customer or prospect and don’t hear back right away, wouldn’t you like to know if your email arrived, got opened, got deleted, or – the unthinkable – never got there at all?


Now you can track what happened after you clicked send. Think how many sales start with an outbound email campaign or inbound email query, progress through nurturing by smart email messages, become firmer with a face-to-face appointment (likely also set by email), then close after a flurry of more emails about specific terms. Everyone in sales has a huge interest in sending the smartest emails possible – handsome and effective on any device. But there’s much more to sales emails. First, how are leads engaging with your emails and at- tached documents? Do recipients open them, read them, and forward them? How quickly and who else gets them? That information tells you a lot about the effective- ness of a campaign or list. Marketers will want to know how good both are, so they can be tweaked or replaced. This also tells you which leads are moving toward being real prospects or qualified opportunities, helping managers locate prospects in the pipeline, as- sign reps, and set priorities. Find out the forwarding addresses to learn who else you ought to be talking to. Are they essential decision- makers on the addressed account? Or leads to entirely new opportunities?


Instant feedback on opened or forwarded emails tells reps the precise moment to make that follow-up call –


VIDEO: SAP CEO BILL MCDERMOTT ON THE INNER MAGIC – YOUR KEY TO GREATER SUCCESS


while interest is real and familiarity fresh. Info on whether an email is read on a mobile device or desktop tells reps whether the prospect is at the office or on the move. If your emails are opened but not read – or are quickly deleted – you may have a great header line but not too much to say, at least up front. Managers and marketers need to know that fast, and should have a dashboard that gives them an overall picture of email effectiveness. Reps often need more detail and more speed on emails to spe- cific prospects, so they can react to issues or opportunities quickly. Fortunately, modern email tracking and manage- ment software allows managers and reps to do all this and more – and some of it is even free. See the list below. But whether free or fee, these tracking tools are essen-


tial. Today, failing to track emails is like placing a phone call and not bothering to listen to anything the recipient says on the other end. 


EMAIL TRACKING SITES: http://livehive.com http://www.verticalresponse.com http://www.yesware.com https://www.getsidekick.com http://www1.toutapp.com https:// www.contactmonkey.com http://mailtrack.info http://www.constantcontact.com http://www.didtheyreadit.com http://www.getnotify.com http://www.ip2location.com/free/email-tracer http://whoreadme.com http://www.zendio.com http://www.emailtrackerpro.com http://www.wasmyemailread.com http://glockanalytics.com


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