Hello everybody, welcome to observations from the field. Today I want to share three association failures that I want you to avoid.
First, use a process. I am speaking with many good association sales executives that don’t have a logical step-by-step strategic plan for their sales.
Second, they don’t utilize a good CRM. We use Salesforce which helps us monitor, automate and run a good sales process.
Third, is activity. I used to think it was all about activity. But now I am seeing you want quality activity. However, I want you to be aware of how much activity it takes to close a deal.
I now appreciate by using our CRM, Salesforce, a good sales process. I realize how much work it often takes to close a deal and when I have those as baselines it really helps me know how much activity is required.
Those are three mistakes I’ve made; I hope this helps you in avoiding them.