The art of the follow up from BuddyCRM

Just occasionally the team at Buddy get to do some reading. We came upon this article recently on billionaires and it turns out around a third of them got their start as sales people.

Our results suggest that those starting in a sales role are more likely to become a billionaire. It could be that people who are familiar with business deals at an early point in their career will take this forward to be successful in the million and billion-pound deals that come later on in their life. Certainly, this is true of the story of George Soros, the 29th richest person in the world, who started his career as a travelling salesman for a toy and gift wholesaler before making his fortune as a trader and broker. The same could be said of Michael Dell, who started working as a cold call salesman for a newspaper before making his money as the founder of the computer hardware company Dell.

So what is it about sales that leads people on a path to becoming wealthy? And how can we follow that path to success?

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Sales people tend to be driven, focussed and ambitious. Few survive in the industry if they are not as they will be the first in the firing line from management if sales aren’t successful. But given these traits, what else gives them the edge over other professions? We talked about it here and think that it’s the ability of sales people to follow up, to build trust over time and to create a relationship with their buyer. These so-called ‘soft’ skills of relationship building are the core of any sales persons abilities. More than technical knowledge of products, knowing the right people and building their trust over time is the key to a successful sales career.

The follow up is built into the heart of BuddyCRM…

Following an enquiry from a prospect, we had a meeting with them. Having set up in the manager section that all meetings are automatically scheduled to be followed up with a call one week later, we know our follow up will definitely take place. This can be later edited in the calendar screen or on the account record card.

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This automatic follow up feature can be turned on or off as required. It can be used as a powerful tool to encourage active following up of leads and measured by a sales team manager in their kpi reports.

Keep following up leads and enquires and turn prospects in to customers, briefs into sales and head on your way to making that billion!

Buddy CRM is the online sales customer relationship software for sales teams of 5 or more. Cloud hosted, you can access your customer records and sales data wherever you are through a browser, tablet or phone. Lots of lovely charts, tables, pipelines and kpis for management. History, scheduling, and opportunities for the sales team. With a Buddy to help you with your selling, you’ll never be alone on the road again.

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