Running effective sales campaigns requires salespeople to juggle many moving pieces, and keeping clients in the loop should be a top priority. Because we don’t always have daily calls with our clients, we need to provide transparency about our progress throughout the process.
In this post, I break down four key ways we organize our campaigns to maximize efficiency on our team and increase transparency with our clients. These tips will be especially helpful for a remote sales team or for someone running sales campaigns on behalf of other companies.
1. Block Time for Sales Activities
For each campaign, we create a shared Google Calendar with a timeline of our activities. This technique allows our clients to see what we’re working on each day and can also allow you to keep your salespeople organized and on schedule.
For example, it’s helpful to block off time for each type of prospecting. If you task your salespeople with making 50 cold calls in a day, blocking off a set time to make cold calls would help keep them accountable.
You could also block off time for completing proposals or following up with prospects in a certain stage of the sales process. Whatever the activity, adding it to a calendar makes it more concrete and more likely to get done.
2. Share Progress with Google Sheets
Another method we use to keep our clients in the loop is a shared Google Sheet with a summary of all our activities. For example, we might target 500 prospects in a campaign. We would put those 500 prospects into a shared Google Sheet and add a status column showing our progress in reaching the prospect.
The status dropdown includes the following options:
- Cold (not yet contacted)
- Working (have called, but no meaningful conversation yet)
- Not Interested
- Interested (but not yet qualified)
- Interested & Qualified (but no meeting set)
- Meeting Set
This allows our clients to get a detailed look at our progress without having to ask an account manager.
To maximize efficiency even more, this list can be pulled automatically from your CRM using tools like Zapier.
3. Record All Phone Calls
If you have a remote sales team making cold calls, it’s an absolute necessity to record phone calls. (We use Agile and Twilio to help with this.) Without recording phone calls, you risk having a major miscommunication between your cold caller and whoever the lead/appointment gets passed off to.
Recording calls ensures the sales manager or business owner knows:
- the cold calling plan is being followed.
- the cold calling plan is effective.
- the prospect is actually interested and qualified after speaking with the cold caller.
4. Log All Activities in a CRM
The most effective way to manage a sales team (especially a remote team) is to use a CRM that integrates all communication. If all emails, phone calls and text messages are automatically logged into the CRM, it’s much easier for the sales team to operate.
The sales manager can see everything that’s going on, and sales reps can easily pick up where another one left off for each prospect.
At the end of the day, we all want the handoff to be as seamless as possible, and these tips will help ensure that nothing slips through the cracks.