For sales team
Monday meeting wey get small small mystery inside
Ten sellers, one pipeline, and di normal arithmetic of one week: wetin come in, who get am, and wetin don quiet. None of dis one need report. Wetin e need na say ownership don exist from di first second — and na dia most of di tin dey spoil.
Di classic sales-team failure no be laziness and e no be bad CRM. Na shared inbox and one good-good culture of "we all dey help" — e dey work well well when na four enquiries per week, but e start to leak when e reach fifteen. Nobody go notice di leak, because di leak na di absence of one event.
Give every arrival owner before anybody don read am, and di leak go turn to number wey you fit see. Sometimes e no go sweet. Na di trade be dat.
Wetin go change on Monday
Di meeting no go still be memory test again. Instead of "anybody don follow up with di trade fair people?" — na question wey no get answer — di questions go come be:
- Forty-one come in last week. Thirty-eight get reply, three no get, and all di three na Tomek own, wey dey Kraków.
- Di oldest unanswered thread don reach nine hours — and na di number di team dey really compete on, because na di one customer dey feel.
- Alicja dey carry nineteen open threads and everybody else dey carry eleven. E good make you know am Monday morning instead of inside her resignation letter.
- Di spring flyer bring two enquiries and one booking. Di trade fair bring twelve enquiries and no booking. Make una talk am.
- 1Don answerMedian first reply: 1 h 12 m. Slowest: 9 h, wey come in 22:40 on Friday.
- 2Still openAll three get owner, all three dey visible, none of dem na anybody guess.
- 3Don quoteEleven of dem don book. Di other six dey inside di thread, no be inside memory.
- 4No get ownerNo state dey inside dis system wey one contact no get name against am.
Nobody build report to produce dis one
Handover, holiday, and di person wey dey comot
Every sales team go later discover how much of dia knowledge dey live inside one person head, and dem go discover am on di person last Friday. Di thread na di antidote: wetin dem promise, wetin dem quote, wetin di customer object to, and di small small human details wey go make di next call sound like continuation instead of fresh start.
To re-assign di work of seller wey dey comot na one action. Dem notes go stay, with dem name on am, because di point no be to erase who do di work — na to stop di work from comot with dem.
One note wey no get sentiment about notes: di best sales note wey we see inside dis system na four words — "e no like make dem call am Bogdan". E save one deal. No scoring model involve.
Wetin we no go give you
No lead score. No coloured temperature. No probability percentage wey everybody go dey adjust for dia mind before forecast meeting anyway. Seller wey dey read thread know pass model in nine seconds, and manager wey read di same thread fit see why di seller think am.
Wetin you go get instead na evidence: how long since reply, wetin dem quote, wetin dem talk, and who talk am. If dem build forecast on top dat one, e go be forecast wey worth to argue about.
E make sense make you know
Three habits wey dis one dey usually produce
People dey answer for odd hours
No be because anybody ask dem, but because dem fit see say di thread na dem own. Marek replying Saturday morning na choice wey e make after e see im own name on top am.
Notes dey better
Team-visible by default mean say dem dey write notes for colleague instead of for demself, and na dat one be di difference between note and scribble.
Marketing argument dey short
Dem dey record source per arrival, per flyer, per campaign. E dey surprise how fast one strong opinion go settle once somebody fit count.
“Anybody don follow up with di trade fair people?”
Forty-one come in. Thirty-eight get reply.
Di Monday meeting no go still be memory test again. Ownership don exist from di first second, so di silence get name attach to am — and na dat one be di whole difference.
How assignment dey work →