I’ve worked with dozens of security integrators on their CRM strategy and processes, and one of the most common mistakes made by these companies (besides not using their systems) is tracking the wrong metrics. Most CRM systems offer so much capability that you can track every single thing you do throughout the sales cycle… so much so that eventually you’ll be spending all of your time in your CRM and no time selling!
So, what should you track?
First of all, whatever your owner wants. After that, whatever you can use to make you better. It’s that simple. Don’t battle the system – if your boss wants you to track the hair color of people in the IT department of all of your prospects, then do it. Your life and success will improve dramatically if you just deliver the information your company wants. After that, simply track what matters.
I’ve found for security integrators, there are three key performance indicators that matter: relationship status at targeted accounts, outstanding quoted dollars, and quantity of outstanding quotes. Of course, there might be more for your team, dependent on your level of management. However, don’t go overboard – stick to two to four key performance indicators and coach the heck out of your team to help them reach these key numbers.
