Sales Prospecting Perspectives

Organized Tasking for High Outbound Inside Sales Activity

  

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I’m sure you are all familiar with Salesforce.  If you are not, reps using this tool have this great homepage everyday that has all the tasks for the day pulled up.  After completing them, you can go ahead and create a new task for the following days.  This is a refreshing way for inside sales reps to keep their day organized.  That being said, with the number of outbound activity and quality conversations we have, it is important for our BDRs to further organize their day and keep it as efficient as possible. 

When setting up a new task that will appear on your homepage, we have found that there are 3 important labels to help streamline your teleprospecting campaign.  It is important to label the prospect status, next task, and time zone.  Meaning, before opening a new task you should be able to identify it with these labels.  The prospect status will identify the urgency of the task and help the rep to prioritize.  A prospect can still be in prospect (P), contact identified (CI), or even interested (I) mode.  The next task will prepare you for your next activity with the prospect and this might be a voicemail 2 (VM 2) or no contact (NC).  Labeling the time zone (ET, CT, MT PT) will help to map your day out and will ensure you won’t waste unnecessary time opening west coast contacts at 9:30am in Boston! 

Labeling tasks also helps from a management perspective.  I would much prefer to have “contact identified” on my home page rather than a majority of tasks still in “prospecting” mode.  By glancing at your homepage, it is easy to identify if more work needs to be done to uncover the best person to speak with in your rep’s accounts.  The same holds true for labeling the next task.  If I see a magnitude of tasks in voicemail 4, 5, or 6 it is clear that there needs to be attention focused around the messaging for that particular campaign. If majority of prospects are not responding at the beginning of the call plan, some additional work around scripting and emailing is most likely necessary. 

This is just a small sample of how we help keep our days organized and efficient with such high outbound activity. Do you have any ways to keep your day busy days more structured?