Since I’m on vacation this week, I thought it would be a good idea to republish my most popular posts of the last year. I hope you enjoy!
About 16 years ago, my company was evaluating CRM systems and formed a small committee including three sales managers, including me. Another of the sales managers, David, made a comment in one of the meetings that has never been lost on me. When we were discussing the different reports and the layouts the sales people would see, he was asked what report he looks at to check on his opportunities. David held up a letter-size yellow notepad and said: “Everything I plan to close in the next 30 days is written on this notepad.” Oh, did I mention that David was our number one sales manager every single year?
I’m not about to suggest that you ditch your CRM system (please don’t), but there is one question that David could always answer that I’ve noticed is common amongst many great sales people. Not every great sales person can do this, but every sales person that can answer this one question is great. What’s the question?...
“What are you going to close in the next 30 days?”
The great ones know off the top of their heads. Without hesitating, they can whip out every detail about these five or ten sales opportunities. They know their business – it’s not just recorded in a CRM report to be accessed when needed – it’s in their head and at the front of their thoughts always.
So, what are you going to close in the next 30 days? If you can’t whip out that answer to me in a crisp an easy manner, get to work. Show me someone who knows this one answer, and I’ll show you a great sales professional!
