Last week I was running a power hour (three actually) where everyone had committed to have a message and call list prepared before we started each hour. PLUS that they would make outbound customer contact for the full hour.
We use IM for everyone to stay accountable to the group, plus on task ourselves.
Which is how I know we had a few inside sales sugar crashes!
Dialing along… when BAMN
You have a fantastic conversation, uncover interest… Sugar CRASH
> instead of putting a note to the side for later and continuing to make outbound customer contact – you stop what you’re doing and gather information for that prospect… tell your cube mates how awesome your call was… do some research on the contact.
You leave 9 voicemails in a row, keep pushing yourself to make more dials *sigh* no one … Sugar CRASH
> all of the sudden your concentration wavers, you click on email and start reading whatever new item is there, then you check Facebook, google something, and POOF 12 minutes has gone by.
A prospect not only talks with you but asks for a QUOTE, yippee … Sugar CRASH
> even though there are only 9 minutes left in the power hour, you IM a product manager for help and start to put the quote together.
A Sugar CRASH is anything that distracts you from the task at hand and pulls your attention away from what you’ve committed to doing.
Just like a kid 3 hours after gorging themselves on their Halloween candy, the wind goes out of your sails and you crash.
BEWARE of the inside sales sugar crash! It is robbing you of both your time and enthusiasm.
image courtesy of © Iperl | Dreamstime Stock Photos
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