Adam Sand explains why field sales reps struggle with CRM notes and pipeline tracking. When you're on a roof getting interrupted by calls, emotional connection to the conversation makes you forget to document it. The details slip away before you get back to your desk.
Salespeople are not great at pipeline management and CRM and notes because it's all in your head. You connected emotionally with the prospect. It's too much notes to put in. Like, you don't necessarily keep great documentation about that kind of stuff. And it leads to opportunities to forget important details. And anybody who's been responsible for producing the work of a salesperson has seen firsthand how salespeople forget to mention the porch in the back or that we're going to paint that windowsill at the top or whatever. These little details that things that come up in your conversation. You're up on a roof, you on step 14 of a 30 point inspection or whatever your company says your inspection, you know is. And you're going through, you get a phone call, right? So you're up on the roof and you get this phone call and you recognize the phone number and you feel like you got to answer it. You feel like you know that this is somebody that you've done business with or you got an estimate out to. So you pick up the phone, it's Gertrude. You're back on this roof in real life all of a sudden. Now, where were you in the inspection? What step were you on? And this is something that happens to people when they're trying to manage their pipeline out in the field.
