This short transcript excerpt explains a sales handoff workflow: after an outside-sales inspection (sale or no-sale), the outside rep immediately debriefs inside sales by phone. Inside sales documents objections and follow-up items in the CSM audit view, making post-inspection debriefs the trigger to keep leads active and to help close deals.
Where does the CSM out of you start? It really starts with the post inspection debrief. So once the outside sales finishes that appointment and they realize, hey, I didn't sign the sale, but this is why I didn't, they're going to immediately hop on the phone with the inside sales. After the, you know, they pack their equipment, tie their ladder down and tell them all of these things, the inside sales is going to go ahead and document them on the CSM audit view and start to put those objections in there and then follow up on any of the other additional items that the outside sales may have to help close the deal. That inside sales sales is supposed to be that guy in the chair, the superhero. Well, we need to actually use the guy in the chair. And by doing the post inspection debrief, regardless of sale or no sale, we make sure that this process gets followed. And so it's important that regardless, we just build a habit of calling and checking in because that little check in make sure that the CSM audit view gets filled out and make sure that the lead stays a lead that can become a deal.
