make better prospecting decisions: a lesson in sales efficiency

Make Better Prospecting Decisions

A lesson in sales efficiency

Car artwork by Freevector.com

Meet Jack Jack is a new regional field sales rep that is

trying to be as efficient as possible. After looking through the accounts assigned

to him, Jack had to determine who to call for the day.

Good Intentions After hours of sorting through

CRM records, Jack narrowed down the accounts that he felt would be most worthwhile.

He set appointments with the account contacts alphabetically.

Unfortunately, Jack didn’t realize how ineffective this plan was.

Rat Race As Jack was setting his appointments, he didn’t

initially pay attention to the meeting location. Jack was just worried about setting the

appointment. As the meetings rolled around,

Jack found himself spending

more time in his car than with

clients.

Inefficient Planning Jack was in his car more than in meetings, because he didn’t

group his meetings by location. Instead of meeting 4 clients within the same area, he met

with only 1 or 2 clients on different sides of town. This wasted Jack’s time and gas.

A Better Way

After a couple weeks of doing this and not achieving desired results, Jack expressed his frustrations to Joan, the sales manager.

Joan sympathized with Jack and was determined to find a solution for all of her reps.

A Solution Found While Joan was searching for

productivity tools she found CRM Call Planner.

CRM Call Planner would allow Jack and the rest of her reps see on a live map how to cluster calls and plan their day.

A Smart Decision In addition, CRM Call Planner would provide reps with:

Turn-by-turn directions- to and from appointments. Street and satellite views so reps could know what

building they are looking for and where to park. A list of other nearby contacts in case an

appointment was cancelled.

Well Worth the Investment With the help of CRM Call Planner, Jack and the rest of

Joan’s reps could more-effectively plan their days; saving time and money.

Joan knew that this tool would boost productivity, and it was a cost that her CFO would easily approve.

Lesson Learned Jack while new to the company had

recognized an inefficient call scheduling system.

As an experience sales manager, Joan listened to Jack’s concerns and was able to find a worthwhile solution.

Now all of Joan’s reps are able to more-effectively plan their days; boosting their productivity.

Take Joan’s lead and see how you can help your reps cluster their sales calls and be more productive

To discover the how CRM Call Planner can help you, watch the 1-2-3 video on the solution.

InfoGrow has a proven track record in helping companies accelerate their sales and marketing effectiveness through making better decisions. With 24 successful years of experience in CRM, lead management, business intelligence, mapping, and B2B market analytics, InfoGrow helps clients identify their best prospects, discover missed opportunities, focus reps on the most profitable accounts, and reduce marketing waste.

Learn more about InfoGrow and the CRM Call Planner at www.CRMCallPlanner.com or call 800-897-9807.