I was having a great conversation with a client yesterday. He’s onboarding for Sales Cloud and we were discussing the philosophical aspects of where Salesforce can help make things more efficient. We discussed reports & derivative metrics from associated Campaigns, and lead conversions and task management.
It was a great conversation and needed to set the stage, but my client’s demeanor changed near the end and said “This is all great, and that’s where I want to get to. But tell me this – How can we just close two more deals per month?”
Two Deals a Month…
Two deals a month, for him pays for the whole thing and is just a small incremental improvement over their current volume. However, two deals a month is a huge step in the right direction.
That kind of struck and grounded me. The conversation immediately changed and we went from philosophical topics down to tactical review of data usage & followups. If all we want to do is close two more deals a month, follow these procedures and it’ll happen.
It was identified that the biggest enemy was the lack of a system and lack of followup from my client. With a few VERY SIMPLE steps, we walked away assured that they will indeed close two more deals per month.
#1 – Put your data in Salesforce. You don’t have to be an artisan, just smash anything that you know onto an opportunity record.
#2 – Keep your Opportunity status field up to date.
#3 – Keep you “Next Step” field up to date and check them DAILY
#4 – Use a task to remind you when you need to do something in the future.
If they can follow these simple steps, they will be closing 2 more deals per month, and possibly many more.
The purpose of this post is not to orate 4 simple steps for success, but to challenge you to ask yourself the question “How can I close 2 more deals per month”, or “How can I resolve two more cases per month”, or anything. How can you improve just a little. You need to improve a little before you can improve a lot, and I bet that you already have the tools in place to make it happen!
