Does Your CRM Need a Reset? Part 3: Scorecards

Part three of our reset series is about Scorecards. Previously, we’ve identified companies in the database that are clients, prospects and possible win back opportunities. Then we figured out what data our salespeople should collect to help the whole organization run smarter.
Read Part 1: Crashing the Data, Part 2: Leveraging the Data

 

Last but not least, we have to set up a Scorecard.

Every company is different. You may be tracking sales and revenue by sales rep. You may be tracking number of new accounts added or it could be activity based. Maybe you have an expectation that you have 20 prospecting visits a week, two proposals done. Does your CRM properly report those scorecard items? If you aren’t spending time and energy on your key numbers, you are making a big mistake.

 

You should be doing business like the NFL does business.

This is including all professional sports teams. They have scores that they keep up with. Every single component of every single function on the team is on a scorecard. They post them everywhere on baseball cards, on ESPN stats and websites. Now imagine if you did that with your sales team.
If you went to a ballgame and that big scoreboard disappeared, you wouldn’t know what the score was, the audience would leave, the players would be become disengaged. And that’s what happens with your players, your salespeople, when you don’t have a scorecard item.
Listen, motivated salespeople want to win. Motivated salespeople want to beat their coworker. It’s a very competitive environment, and you should benefit from that competition. Competition will breed excellence in the field. It will make everyone work a little bit harder.
Maybe it’s Friday afternoon at 3:00, but I know Joey had a killer week last week and I want to beat him in the number of sales made. Maybe I kick it up a notch and go all the way to 5:00. That’s almost unheard of on Fridays.

 

As a coach you want to see scores in real time.

CallProof has real-time reporting so you know what the team is doing in the moment so you can guide them to the finish line.
A lot of people look at sales data in reverse, meaning they look at what happened last week or what happened yesterday. Good sales organizations that understand their scorecard look at them live. By looking at them through a live feed, you can quickly identify salespeople that have been disenchanted.
A rejection may turn off a salesperson and for the whole rest of the day will be wasted away because someone said no. They said no to that proposal. They walked in and got kicked out the door. Good sales managers can identify someone’s disengaged and get them reengage in a positive way.
Listen, never use CRM as a stick. Never use CRM as a stick. If you’ve identified someone’s disengaged, they have something that is causing drama in their head and they need a good friend to hear them out for a moment. But get them back in the game, get your scorecards right and you’re going to see your sales accelerate.
Thanks for following our “Does Your CRM Need a Reset” series. If you have any questions on reclassifying customers, customizing forms or retraining your sales team, book a demo today!