You'll recognise some of these.
None of it means your team isn't working hard. It means the system isn't set up to support them. Here's what a sales process without a shared pipeline usually looks like by the time people call us.
- Leads sit for two or three days, then they're dead and nobody followed up.
- There's no single place where everyone sees the same deals.
- You can't see a deal's status without ringing the person who owns it.
- Quotes go out and nobody chases them, so they go cold.
- The first business to reply wins the job, and it's often not you.
- Follow-up depends on someone remembering, so half the time it doesn't happen.