* While at an event for one of his children, a sales rep met another parent who was interested in his product and they scheduled a time for a follow-up meeting. Prior to the meeting, the sales rep found that this individual had already been entered into CRM at an earlier date. Upon closer examination, he noted that the prospect had been referred to them by another client who they had done work with several years before. In the follow-up meeting the sales rep mentioned the earlier referral. The prospect thought very highly of the individual who had made the referral and, as a result, did not bother to shop the competition because of the credibility that this referral gave the sales rep’s company. The task of entering the referral source, which may have seemed superfluous at the time, resulted in a very positive return on investment 3 years later!
* A CSR (Customer Service Rep) fielded a call from a client. The client was upset about a service issue and it quickly escalated into a critical problem. Unbeknownst to the CSR was that a Sales Rep was working on the largest opportunity in company history with another contact at the same company. When the Sales Rep showed up with her CEO for a meeting that she thought was to close the deal, it turned into a client retention meeting and the large potential opportunity was lost. A CRM system where sales and service issues could be logged and observed by both business units would have solved this problem.
Got ideas or experiences that have helped your team to improve your activity management? Share them with your peers by posting a comment here!
Nice article about activity management. Its very concise and well written.
Thats are the points that should keep in mind always
Outstanding blog post, I have marked your site so ideally I’ll see much more on this subject in the foreseeable future.
Every time I see a really good article I do a few things:1.Share it with all the relevant friends.2.save it in all of the favorite social sharing sites.3.Make sure to return to the blog where I read the post.After reading this post I am seriously concidering doing all 3!
Thanks so much with this fantastic new web site. I’m very fired up to show it to anyone. It makes me so satisfied your vast understanding and wisdom have a new channel for trying into the world.
Interesting topic. I always like when somebody tries to sort and organize something.
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