What to do so that a sales manager makes fewer mistakes

Customers are the people without whom your business will not function. Therefore, every customer is worth their weight in gold, especially if you have a narrow market niche.

Problem

Let’s imagine a situation: a company has 40 sales managers, and each of them loses a potential customer once a month. For the employee themselves, this will not be a disaster, but on the scale of an entire organization, it means huge losses. And why does this happen? Let’s figure it out...

In the previous post, we already considered such problems as the human factor, routine work, errors, and more. But now we have a new problem in front of us: how not to get confused in all the data and customers that can come from completely different sources (social networks, cold traffic, targeting, etc.). A salesperson is only human; they can get confused somewhere, fail to notice something, or forget something.

Solution

For example, a sales department employee makes 30 calls a day. For each such call/correspondence/meeting, a corresponding comment needs to be written. Is the person interested in our offer, or maybe they have already been our customer? In such a situation, the “States” section comes to the rescue. It helps distribute all customers into the categories we need.

State variations

Let’s look at the most popular variations: “Not acquainted”, “Presentation”, “Interested”, “Sale completed”, “Product shipped”, and others. From the names of these states, it immediately becomes clear what stage the customer is at.

Real-life example

But what should you do if you sell clothing and customers, often not guessing the size correctly, return the product? Then you will most likely need a stage such as “Return”. This is provided for in the business tool “Forma”: you can come up with a new state yourself, its description, and even add a link, picture, or video. In addition, we have a function such as “transition to the next state”. That is, from the state “Price agreed”, you will not be able to select “Return”, because the product has not even been shipped yet. This is exactly how the possibility of a sales manager’s mistake is eliminated, when they might randomly click the wrong state they need.

In order to understand how this actually works, we have developed entire practical tasks; by completing them, you will receive points. Message us in direct to learn how the “States” section works in practice.