How Not to Manage Your Sales FunnelPosted by Jessica Oman
Lately I’ve been searching for a good Customer Relationship Management solution. Following a suggestion from a LinkedIn group, I signed up for a 14-day trial of a well-known CRM that works in the cloud. It looked pretty cool. I watched some how-to videos and set aside some time to explore it.
Early Monday morning, I received an email from said company, inviting me to a 10-minute meeting to explore how the system could meet my needs. For sure, I thought – that’ll save me some time. I replied with my availability and the sales rep promptly returned my email, scheduling a date and time that I was not available, seemingly ignoring my response altogether.
I grumbled under my breath and politely declined the meeting. He tried again, and again chose a time I had specified I would be busy. A third attempt, and the meeting was scheduled.
I waited a full 45 minutes past the scheduled meeting time.
He did not call.
I wrote briefly to say “thanks, but no thanks.” Barely an apology. No incentive to try again. Just a link to a video about how awesome the company is. Not the best damage control.
Fast forward to Tuesday morning – I received another email, from the same sales rep, inviting me to a 10-minute meeting, as if our entire correspondence the day before had not happened.
Fascinating! This company totally failed on doing the exact thing it says it is so good at. How ironic!
So it got me to thinking about my own sales funnel, which could sure use some tweaking. In fact, it’s the reason I was looking for CRM in the first place! Sure, I’m looking to automate. But clearly this solution has its drawbacks. At least I learned a bit more about what not to do, and instead of being grumpy about the whole experience, I can use it to improve our systems here at Write Ahead.
My question for you is, how do you manage your leads and your sales funnel? Does a spreadsheet work for you? What parts do you automate? We’d love to read your comments.