NotCreativeEnough

Professional Day Ruiner

Staying Organized with long sales cycles

For those of you guys who work larger more complex deals with long sales cycles, I'm talking multiple demo's, proof of concepts, etc over several months or longer, how are you keeping organized to make sure nothing falls through the cracks?

We have salesforce for a CRM, but of course like most people, I'm not able to edit opportunity fields to have all the fields and what not that I would like. In the past I've always kept a notebook for taking notes, then just live and die by my calendar for keeping up with tasks. I've recently inherited a significantly larger territory that's making it way harder to keep up with everything. While I haven't missed out on something yet or let anything slip, I can feel myself getting busier and myself starting to not remember things in a timely manner like I have in the past. And just using a notebook for notes makes it tough to go back and find what I need quickly/efficiently.

So how is everyone else keeping up with this stuff? making sure all of your notes are organized, all of your tasks are tracked, knowing what next steps you need to take or who you need to set up time to meet with still, etc.

💼 Productivity

☕️ Workflow and Daily Habits

12

23 comments

Sort by:

antiASKHOLE

Tycoon

5

Bravado's Resident Asshole

I used multiple calendar reminders and system reminders in the CRM. You're right though, it can be tedious, but finding a system that works for you is key.

CuriousFox

WR Officer

6

🦊

I also make my own Word docs and Excel sheets. And my PC folders as well as Outlook folders are organized.

jefe

Arsonist

3

🍁

Organized PC and Outlook folders are KEY

NotCreativeEnough

Big Shot

1

Professional Day Ruiner

I’ve always been decent at keeping organized. So now that I’m not it’s driving me insane. For example I met with a customer earlier today who may have a decent project a few months down the road, but there’s nothing there right now. I don’t want to create an opportunity for that, but I need to remember it and why I’m following up down the road. I’m thinking a lot of spreadsheets may end up being my unfortunate solution.

GDO

Politicker

1

BDM

I think this is key, even with short deal cycles. I just dont have the mental capacity to keep everything in my head

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Yes - SFDC has the outlines for me, but xls and task reminders keep me on target. What would for me may not exactly work for anyone else, so the key is to find the way you work best.

Beans

Big Shot

4

Enterprise Account Executive

Joint execution plans and agreed timelines throughout the entire process. This not only keeps things on track, it holds them accountable.

1nbatopshotfan

Politicker

1

Sales

Important to get but in from your internal resources on the JEP. Legal deliver by X, a finance by Y etc. but this is the way for sure

jefe

Arsonist

4

🍁

I just keep it ALL up here

NotCreativeEnough

Big Shot

2

Professional Day Ruiner

At one point in my life I was capable of that. But add wedding planning, house hunting, etc to the mix and suddenly remembering anything is next to impossible..

jefe

Arsonist

3

🍁

I hear you dude. Systems are paramount. Just had to have a little fun

antiASKHOLE

Tycoon

5

Bravado's Resident Asshole

S.Y.S.T.E.M.
Save
Your
Self
Time
Energy
Money

jefe

Arsonist

3

🍁

This one is new to me.

PineappleYa

Opinionated

2

AE

I love remarkable for notes. Organizes by folder and alphabetical or most recent :)

pirate

Big Shot

0

🦜☠️ Account Executive

Remarkable is the best

NotCreativeEnough

Big Shot

0

Professional Day Ruiner

Is it really that great? I get ads for it all the time but never really liked using my iPad so never gave it much thought.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

We also use SF for reporting up to management, etc. And I have sales cycles which are 9months to several years.

I use a personal spreadsheet to keep track of next steps and current status. I view and update it near-daily and it helps me to stay on track.

pirate

Big Shot

2

🦜☠️ Account Executive

Don't close lost opps. I think I always worry opp is open for too long and really big deals take a longer time to close. OneNote for notes and do a lot account planning via templates or Quip etc. Upload templates into account.

pirate

Big Shot

0

🦜☠️ Account Executive

Also sync up app your email and call activity

AnchorPoint

Politicker

1

Business Coach

Calendar is your friend... something like Evernote could help

Diablo

Politicker

1

Sr. AE

Use notes app, calendar or even notebook if that deal size is too big.

0

Senior BDM

Calendar reminders and tasks will be your friend. Especially for the ones you need to nurture or check-in on in a few months.

Something nobody seems to be saying - surround yourself with a team. Sales is often a team sport. Have other people carry actions and be involved. They will also then offer helpful prompts when you're chatting i.e. "what's the latest with Acme? Did we get x y z to them?"

And most important of all... DON'T WORK TOO MANY DEALS. Longer sales cycles + higher ACVs gives you a gift. You can be more ruthless with your time and attention. It's far better to execute brilliantly with a few than to execute poorly with a lot. Qualify hard, keep requalifying and testing commitment. Don't devote your time to people who aren't going to buy from you or at least not any time soon. The top top pros I've worked with are all comfortable going deep on a few cycles at a time.

ApocalyBoom

Politicker

0

Account Executive

The combined plan is valid for the entire period. This will not improve efficiency, but will preserve it.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.