What’s so special about the next step?
It isn’t easy to predict the exact sequence of actions that will be needed to win an opportunity. That doesn’t mean you can’t plan. In most cases, the next step is obvious. So plan one step at a time.
Determining the next step
The next step is the first upcoming activity in the sales process. It must have a timing you can control, and it must move the opportunity closer to a win.
Scheduling a meeting, sending product samples, asking for an RFP, conducting a site survey, sending a quote, making a follow-up call are typical next steps in a sales process.
However, waiting for the buyer to call back is not a legitimate next step, because you can’t control its timing.
Be ready to make changes
Things may not go as planned. That’s ok. The next step can be quickly modified to respond to unexpected changes. What matters is always to have something planned.
Do all of your opportunities have their next steps planned? Here is how to check:
TeamGram’s sales pipeline displays the next step of each opportunity, as well as its planned timing.
Make sure every opportunity you are working on has a planned next step. You can’t drive an opportunity forward if you don’t have a plan.
If an opportunity doesn’t have a next step planned, you will see a blue button with a plus sign. Use it to add the next step. Make sure the pipeline view doesn’t display any blue buttons in your opportunities.
Failing to execute planned actions on time (not making follow up calls, etc.) can lead to lost opportunities.
TeamGram marks overdue next steps in red. Make sure there are no such next steps in your sales pipeline.
When you complete a planned activity, click on it and check the box next to it. TeamGram will prompt you to schedule the following step.