The Right Data
See Chapter 9, Decision Intelligence Selling
Many big companies are drowning in sales data. Many small companies suffer from incomplete data.
As your salespeople learn how to apply DQ Selling to your business, it helps to focus on two fundamental practices that simultaneously support your salespeople to plan and execute the most effective sales activity and provide accurate and timely data that their sales managers can use to develop their ability to perform.
First, salespeople need to master how to aim their time and energy at the right things and with the right attitude. They and their managers can use the Aim Plan Template at their weekly Personal Conferences to set their objectives for the following week and establish a meaningful purpose for generating those results.
Second, salespeople can use this Sales Activity Planner Template to (a) plan their sales activity for the coming week or the present day and (b) track exactly what happens. To make this work for your sales team:
Develop the DQ sales stages that your clients must pass through to develop their Decision Intelligence, and replace the stages on the template with your own. Note: if, at a later date, you can embed your DQ stages in your company's CRM, you will have the best of all possible worlds. But don’t wait for that to get started.
Have each salesperson plan and track activity with their clients using this same template, sharing it with their managers in real time.