How to Effectively Manage a Virtual Organization – in Just 7 Minutes With John Golden

Related Links and Resources:

Get a 14-day free trial of the pipeliner by going to their homepage and get a feeling of how the product looks like and how it might work for your business. Visit www.pipelinersales.com.

Also, since people are working remotely right now, checkout John’s series of 1-minute remote working tips, it's a video and there's about 17 of them. Go to www.salespop.net.

Summary:

John Golden is an Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling.

He is a globally acknowledged Sales & Marketing thought leader, speaker, and strategist, and has conducted over 350 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes with over 287 audio interviews.

John is the CSMO at Pipeliner CRM. In his spare time, he is an avid Martial Artist.

Here are the highlights of this episode:

1:40 John’s ideal Client: It's anybody who has a sales team and who understands and believes in sales process, any size from small, medium to large.

2:25 Problem John helps solve: It's visibility into your revenue, management of your sales organization, and you having a uniform sales process, predictability, and efficiency. We do it through visual CRM that actually Sales Manager and Sales people likes to use because it gives them all of the tools to self-manage as well. It provides all of the data, you can automate some of the process in there so you can get away from the mundane, the repetitive task that sucks up your time, and really focus on intelligent and informed prospecting and selling.

3:25 Typical symptoms that clients do before reaching out to John: Right now, if ever you have a wakeup call, like in the crisis that we're in, is the wakeup call for people who don't have good digital process, who don't have good visibilities to their pipeline, who maybe have run their sales organization or business through a combination of I can pop over the bill, share the spreadsheet with me, is there something in the CRM so give me the extra information I need to fill-in the gaps.. that doesn't work when suddenly the organization is virtual. You need to be able to trust the data, you need to access the data, you need to have good digital processes, you need to have your sales people executing the sales process in a uniform manner, and you need to be able to access reporting both leading and lagging indicators of success. And just manage your business in a much more organize and efficient manner.

And right now, a lot of people are realizing that when times are good and business is good, it really does cover up a lot of inefficiency and you tend to overlook things. And you say it maybe broke but I'm not interested in fixing it because business is good right now. But now if it's broke, it's broke, it's hurting you. Having digital process, having a CRM system and having everybody work properly and work within it and utilizing it properly is critical.

5:34 What are some of the common mistakes that folks make before finding John and his solution: You don't have real time data, you constantly update spreadsheets, and getting information from multiple sources. Ultimately you are not getting a clear Realtime picture of what's going on with your sales organization, process and revenue. And you're working off out of date working information which is not a good thing and fundamentally, you are wasting an awful lot of time on manual processing.

6:20 John’s Valuable Free Action (VFA): Review your sales process immediately, and find out if you have a sales process. Find out when was the last time your sales process was reviewed and analyze whether it really fits how your buyers are buying right now. That’s the first I will recommend.

7:03 John’s Valuable Free Resource (VFR): There's a couple of things. Number one, I would recommend a free trial of pipeliner, a 14-day free trial. You can get that from pipelinersales.com on the homepage, just click on the free trial. You can get a feeling of how the product looks like and how it might work for your business.

Second off, as people are working remotely right now, I have a series of 1-minute remote working tips, it's a video and there's about 17 of them. It's available on salespop.net and search for remote working.

8:01 Is it now a good time for people to address CRM? I think now is a good time for people to address all of their processes and I think this is something you ought to look at. Are you efficient? If your organization is suddenly a virtual organization, are you just hoping that's actually going to go away? Or you taking this as an opportunity to maybe look at a better, more efficient way of organizing your people. And, letting people have a better quality of life working from where best suits them if your business will actually sustain that.