Sales Engagement: Task organization and planning
Hey guys, my name is Isabelle Tofani, I’m a Marketing Analyst at Reev, and today I’m going to give you 3 practical tips for having a good task organization and task planning!
For you to be able to organize your tasks, I only have one thing to tell you: planning.
When I was an SDR and a salesperson, the thing that made my life easier was making a daily and weekly plan.
And before starting the video, I have a valuable tip if you are an SDR or have SDRs in your sales team: we’ve released a free full certification on Presales!
Whether you are a manager or a pre-seller, this certification is the most complete on the market for anyone responsible for executing or managing a prospecting process.
Now, if you want to know more about Sales Engagement and the habits that make it possible to speed up its execution, just watch our CEO, Vinícius Mayrink’s lecture at Unite.
Unite Lecture: Sales Engagement Habits
Sales Engagement: Organizing and Planning Tasks
Tip 1: Have visibility into your daily and weekly tasks
Starting the week with a daily and weekly plan was good because I started the week already knowing what to do every day, and started the days already knowing what to focus on.
When you know the tasks you need to do, you have a better sense of priorities and what you’re going to do, so your organization is much better!
So for you to have a good organization of your process, the most important thing is PLANNING.
So let’s go deeper into it!
Before trying to plan anything, you need to know who the person you want to talk to is. Every time you define a strategy you need to know who your target audience is.
As soon as I know who I’m going to talk to, what are the best channels to talk to them, then I start to understand how to contextualize the message.
And there’s another: it’s no use knowing who to talk to, but not knowing what to talk to.
I need to understand how my message contextualizes and adapts to his scenario. And how am I going to make this message with a value proposition that he values, and not how I or my company values. It’s according to what he needs.
Tip 2: Run an approach that is very similar to someone on your team
To be able to improve even more is to test, test which channel will give more return. By testing you understand if your target audience prefers to open wpp, or if they prefer to respond by email, or if they don’t answer DDD calls without being from their region.
And many other things you will understand about it and organize your process.
You need to do tests, engagement is about testing. And for you to do tests that are successful, you need numbers, data.
But you need to understand that this data will come over time, as you go through various tasks and map their results.
But if each person on the team takes their approaches very differently, it’s hard to understand what’s being most effective in each contact.
Without team-wide planning, each salesperson and SDR is left with their own choice of what tasks to do, what they decide is a priority, and how follow-ups will be done. And that leaves each one of the team with a type of approach and a type of result. The processes will be different for the same target audience.
For example an SDR makes 5 contact points with leads, with a gap of two days between each. And the other SDR does the opposite, two contacts 5 days apart. And each for a different channel.
And you think these micro-tasks are done every day around 60 to 80 times, which is the number of tasks a salesperson/SDR performs per day. And they generate an inconsistency over time and make it difficult to achieve the ideal result.
Tip 3: transparency and visibility to optimize processes and results
And that’s when the team loses the transparency and visibility needed to improve the process. Each professional performing so many tasks per day without organization, planning and measuring results will make it difficult to understand the strengths and weaknesses of the process.
And to optimize your process, so that it improves, it is necessary to go back to the planning of each one of the team, understand how contacts were made with potential customers, where, how many interactions were made with them, how often, among other analyses, and understanding, through data, how to further improve the process, giving more emphasis to what worked and modifying what did not work.
That’s why planning is necessary. Without a good organization and planning of your team’s tasks, there is no way for your team to optimize the process and ensure that the entire team will improve.
If you want to understand more deeply about the execution, measurement and optimization steps, watch the full talk by Vini , CEO here at Reev, on Sales Engagement.
And as a bonus tip: I recommend you take a look at our free Presales certificate.
There are more than 15 hours of classes on the area. When I was SDR I didn’t have this opportunity, so take advantage of the fact that we’ve gathered everything a SDR needs to know and blow the course!
Just take a look at modules 5 and 6 of the certificate.
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Hugs and see you in the next video!!!