How Is Your Field CRM Sorted?

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We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence.

But chances are your customer relationship management system has your clients listed by name or by number. Why?

Seriously. Why?!

Are the As your best clients? Does their phone number or account number make them easier to call? No.

So why do traditional CRMs sort clients and prospects alphabetically or numerically? Well, these systems are build by IT specialists, not the people who actually use them. They’re software developers, not mobile salespeople. But as a mobile salesperson, you need to use geography to your advantage. You’re moving, but your prospects aren’t. So the best customer relationship management software uses mobility to your advantage. Here’s how:

Sorting by Location

The best customer relationship management tools sort clients geographically. The only way you’ll really use a CRM to maintain your sales pipeline is if it sorts field sales based on where you are at that given moment. Then, if you’re on one block today and another block tomorrow, you’ll see different lists. The system feeds you information about clients nearby — saving your time and keeping your lists fresh.

And it needs to update in real time — it’s not about where you were this morning or will be later today. You should see your list arranged by your current geographic location. Then you can take advantage of sales-ready opportunities around you rather than travel all over town, or only sell to your clients whose names start with A or B.

Want more tips for Field Sales? Check out Field Sales 101.

Capturing Information On-the-Go

You also need a simple mechanism to identify and capture new prospects — no matter where you are. At any given moment, you should be able to figure out what new prospects are within two miles of you.

How do we do that? At CallProof, we’ve set up our system to connect to Google API. Then we pair it down by industry. So, if I sell to health care providers, I can just hit a button and see all the providers near me and whether they’re in my database. If not, I can add them to the CRM by interacting with them.

If you have to find your target and enter them into your database later, that’s not capturing. You need to be able to put that information into your CRM from the field in less than two minutes. Then you can immediately set your next action step, which should sync to your calendar or to-do list. It’s not an “I entered a new prospect in my CRM only to never do anything with it” mentality. Get client info into the CRM fast with an action step that you’ll actually take. That’s what makes field sales skyrocket.

Related: Four Mobile CRM Advantages Your Sales Team Will Love

Inside Sales

If you’re working inside sales, you need options too. Geography isn’t the best for you to sort your potential customers. Instead, you need to be able to identify the best contact time for each prospect, then sort prospects by when it’s best to reach them.

For example, no one will reach an insurance agent on Friday afternoon — but maybe you’ve found Wednesday morning is a good time to contact the insurance agent. So sort your clients by their best contact time. It’s all about when you have the best likelihood of contacting a decision maker.

Your CRM software should offer you practical solutions to viewing current and potential customers. So choose a tool that works for you rather than creating extra work for you.

 

How to Use a Sales Tracking App for Farm Equipment Sales

 How to Use a Sales Tracking App for Farm Equipment Sales

You’ve got to make hay while the sun’s shining if you want success in farm equipment sales.

And if you’re in the business, you know how true that is. Farming is seasonal — which means selling to farmers is seasonal. If it’s harvest or planting time, you can kiss your chances of reaching clients (or prospects) goodbye.

Too Much to Do, Too Little Time

Selling to people who work seasonally leaves you with a limited time to reach all your customers, check on their equipment, and see what else they need before the next season — not to mention calling prospects and trying to up your sales. See, everyone’s on the same calendar. And the season for farmers of one crop vs. another doesn’t differ that drastically.

So how can you make sure to reach everyone before they’re back in the fields? Well, if you’re just using a notebook to keep track of things, prospects will slip through the cracks. Maybe you had a prospect that said, “Hey, call me after the season,” but with everyone else you need to see first, you completely forgot. Without a reliable CRM to remind you, remembering to reach out to passing prospects is a gamble.

Here’s where a sales app comes in handy. You need to cover all of your prospects and clients during two very short windows of time each year. That makes efficiency a must. During these peak times, you don’t have time to procrastinate. Once their harvesting starts, your opportunity is over. But a mobile sales tool can keep you on track and help you make the most of your time.

Learn more about time management for salespeople: The Most Successful Sales Teams Avoid These Time Management Mistakes.

Making the Most of Your Selling Season

So how does a sales tracking app make you much more effective? See, the best sales apps feature instant data entry. You don’t have time to enter notes at the end of the week during peak season. And you can’t afford to let them stack up. (Check out: How Salespeople Can Eliminate the Pain of Paperwork)

Instead, you need to be able to log your meetings and enter your notes right away. So, as you leave a meeting, you can enter your notes immediately and schedule your next actions. The app will then build your calendar and schedule reminders automatically as you move on to the next customer.

That also means you don’t forget anyone. You’ll set your preferences for how frequently you contact your customers or prospects, and the app makes sure you remember.

An app like CallProof even comes with a voice-to-text feature so you literally don’t even have to take the time to type your notes and client contact info, or enter calendar events. Instead, you’ll just say the information into your phone while you’re headed to your car before you see the next person. Then you let the app remind you when it’s time to contact them again.

If you’re in farm equipment sales, you’re on the go — and you need a mobile sales tool that goes with you. So check out CallProof and see how it can change your selling seasons for the better.

 

Why Pharmacy Reps Should Use a Sales Tracking App

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Ever played the game “telephone”? You know how it goes — you give someone a message, and they pass it on down the line. Maybe they think they heard you clearly, but by the time the last person says it aloud, the message isn’t so clear anymore.

Isn’t that how it is to be a pharmacy sales rep? Your job is giving someone a message they can clearly repeat to someone else. Maybe you thought you had a good conversation with a doctor, but the results don’t turn out like you’d hoped.

Pharmacy sales is all about professional referrals. The customers are the patients. But the patients choose you because of their physicians. So your job is to maintain those professional relationships so the doctor remembers you when it’s time for a referral. And the best sales tracking apps will help you stay at the front of their minds.

The #1 Mistake: Being Forgettable

Your success depends on doctors remembering you and your product at the right time. Maybe you have a great conversation with a practice provider at a “Lunch and Learn” event. You tell them all about the advancements in your therapy, medication, or pharmacy, and they realize you’re a great match for their practice. But, if you never talk to them again and a referral opportunity doesn’t come up for months, they won’t remember you. Why? Keeping up with your information isn’t their main job. So you need to stay on their radar.

You want to be their first thought when the opportunity arises. So, for actively writing practices, visit every 30 days. For practices in your nurturing process (maybe they already use a compounding pharmacy or it doesn’t come up much), visit once a quarter. Meanwhile, keep in contact via email or messaging to develop your relationship and raise their awareness of your business.

Related: Looking For A Sales Lead Tracking App? Use This Checklist

Multiplying Your Efforts

What’s great about the rep-doctor relationship is that a referral partnership with one doctor usually means a relationship with many. Doctors tell their colleagues what works. So news spreads fast.

That means your return is exponential when you meet new clients. Establishing a relationship with one new doctor could lead to many more referrals. So don’t just visit your current clients. Make time to see new practices where you hope to gain referrals. Because a new relationship with one client may unlock the potential to work with many others.

Essential Tools for a Pharmacy Rep

Now, you need a way to keep track of it all. Here’s what you need:

  1. Reminders for maintaining relationships
  2. Opportunities to build more relationships
  3. A way to keep track of meetings in real time
  4. An easy mechanism for managing follow-ups

A sales app like CallProof gives you all those tools. First, you’ll get regular reminders to visit your clients (based on how frequently you need to see them). Then you’ll have access to a non-typing mechanism that shows you even more prospects. As you meet those prospects, you’ll be able to log their location and contact info with the push of a button on your phone. Plus, you can track your notes with a voice-to-text feature so you don’t even have to take the time to type it out. After that, you’ll just select your frequency for making contact. Then the app will remind you when it’s time to contact them again.

Related: 7 Must-Have iPhone Apps For Salespeople

But I’m Already Great at Finding New Prospects…

Many providers and practices are in medical complexes. So, when you stop by to see a regular client, you can visit other doctors nearby to develop new relationships. Ever realized the problems that can cause?

Without the right tracking mechanism, meeting unscheduled prospects costs you time. The first problem is forgetting to follow up. If you spend time beginning those relationships but do nothing with it, you’ve wasted time you could have spent more productively.

But maybe you mean to follow up, so you take their contact info, spend Friday afternoon entering them into your system so you can follow up — but you never do. Why? Following up is easy to put off. There’s almost always something better to do, so you rationalize your way out of it. Then you’ve wasted even more time. Making new contacts is great, but if you don’t do anything with the new leads, you’ve cost yourself time that doesn’t pay off.

Until you have an app to help you manage new contacts, you’re giving your competitors the advantage. They may not be out there getting cold leads, but they’re also not spending their time on fruitless activity.

Use Tools to Make Work Actionable

The key is getting a tool to make your work actionable. With a sales tracking app that tracks your contacts in real time (so you don’t have to take the time to enter them) and reminds you when to follow up (and won’t leave you alone until you do!), you’ll be miles ahead of the competition.

Rely on the best sales tracking apps for your business. You can’t rely on the individual diligence of your entire sales team. Not everyone is a top performer. Let technology do the work of logging contact info and reminding you who to contact. Then you can focus on building relationships, advocating for your pharmacy, and being the one physicians remember.

 

Top 3 Sales Tracking Tips for HVAC Companies

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Running a business can feel like a juggling routine. Your HVAC company is getting contracts with apartment complexes and commercial businesses all over town. But as your business grows, how do you balance sales, service, and support to keep it thriving?

Troubleshooting

HVAC companies have to be multi-faceted. Your sales team grows your client base, service technicians install and maintain the units, and your support team deals with customer satisfaction. When there are this many moving parts, something is bound to go wrong, especially if you’re depending on manual reporting.

Related: Looking For A Sales Lead Tracking App? Use This Checklist

Maybe a customer complains about a no-show technician, but you have no way to track their hours and location. Perhaps technicians put in the work but don’t get invoiced. Maybe sales reps are losing track of their existing customers. An app that automatically tracks hours, communication, and location solves these dilemmas.

Tip 1: Keep Track of Communication

You have some great customers, right? You want to keep them connected. However, when business is booming, it’s easy to forget when you last made contact with the clients you have.

A sales tracking app allows you to see the last time your team talked to the customer. You can pull it up from anywhere to see who needs a phone call. Checking in at regular intervals lets your clients know you’re paying attention and you care about their needs.

Tip 2: Track Seasonally

Sales tracking apps also keep you ahead of your customers’ problems. HVAC needs to go hand in hand with the seasons. Two times a year, before winter and before summer, blast your marketing. Your customers will have issues during the coldest and hottest times of the year. You want to be the company they call.

Related: Tracking Outside vs. Inside Sales: How to Monitor Your Entire Team’s Progress

By marketing and making sales contacts before those needs arise, you make sure they reach out to you, not your competitors. With an app to keep you ahead of the game, you can plant the seeds a little early so you can reap the benefits during the high volume times of year.

Tip 3: Maximize Time by Location

If you’re out all day, make the most of your time by seeing as many prospects and clients as possible. Use the app to pinpoint customers on a map, so you know whom to visit based on location. When you decrease your drive time, you increase your contact time. Simply by seeing your clients and prospects on a map, you can make the most of your day without wasting gas and time.

Also, HVAC depends on annual checkups. Why not schedule those service calls based on location as well? When the technicians do their annual servicing, they should be going right next door to the next call. You drastically increase your efficiency when you eliminate the need to drive all over town. At CallProof, we’ve saved companies 20+ hours a week because they always have the option to see their customers on the map.

The days of spreadsheets are over. Sales tracking apps like CallProof make it easier to keep your sales, service, and support in balance. In turn, you gain time, your customers are happier, and your business moves forward.

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