Sales prospect list spreadsheet is pretty much a standard tool for most smaller businesses.? We used to do it that way ourselves but there are lots of limitations. After all the spreadsheet is designed to make calculations on numbers. Microsoft might call Excel a database but that’s rubbish – it’s a calculator. It’s definitely sub-optimal when we come to managing a sales prospect list.
The spreadsheet is mostly popular for recording prospect lists because typical CRM software is too complicated, and expensive. When all we want is a list of names and values those software packages are like a sledge hammer when we want to crack nuts – the wrong tool.
We solved that problem with Front Office Box. Our application allows users to just add names and numbers which show up in a list, if that’s all they want.
It’ll do a lot more of course, like breaking down the sales process into milestones and automatically calculate % probabilities and weighted values.
We can plan tasks in a sales plan and assign them to names. That way we know who is doing what without having to go looking for the information. Likewise we can attach documents and add notes. And it interfaces with our customer records so we have the same information, whichever way we look at it.
And when the deal’s closed we can turn the sales plan into a delivery and service plan to get a continuous end to end process from prospect to satisfied customer, all with the same record.
Perhaps best of all we can keep our whole team on the same page. The software is multi user and available 24X7 anywhere there’s an Internet connection so location and time zones aren’t issues any more.
Does your Sales Prospect Spreadsheet do all this? How much easier would work be for you if it did?
Why doesn’t the traditional approach to selling and sales management work so well any more? What can the modern sales professional do to stay relevant in today’s customer driven markets? Check out our eBook Reengineering Sales Management for ideas on how to embrace the new order of customer driven buyer/seller relationships.