Your time is valuable. There are only so many hours in the day, you should spend as many of them selling as possible.
Badger’s Priority Play is designed to maximize your efficiency in the field by focusing your attention where it counts - the deals closest to closing.
Here are the fields you'll need:
A: Ready to close, these are the main priorities of your day. You should plan your day around these accounts, they'll be the foundation of your sales route.
B: Need follow up meeting to close. These are prospects or customers where a deal is ready to close, but requires more attention.
C: Prospects that need attention. These are never customers, but leads that seem promising and require another meeting to meet with and close.
D: Not urgent, these are leads that are a fit but haven't qualified yet.
E: Bad fit leads you should remove from your map.
Your priority field gives you the ability to combine all of your other fields into one core function. Focusing on your Tier A accounts, which are defined by sales revenue, deal volume, and the geography you specify.
Your tier B accounts are defined as prospects who aren't as ready to close, but they are further along in your sales cycle than other accounts.
Tier C accounts are strictly leads and prospects who don't require immediate attention.
Tier D accounts need evaluation. They're leads who haven't been visited recently but could fill out a days route if you didn't have more immediate opportunities to focus on.
Your flag field is your insight into the next step of your sales process. Flag is your bridge between action and planning.
Your customers need different actions than your prospects, opportunities, and leads. Make sure you update flag to the appropriate action after each interaction in order to keep your map collected and organized.
Your flag field will be your primary filter field. You can remove the accounts that aren't necessary for your next immediate action.
Need to Call - This field shows your accounts who you need to schedule a meeting with
Need to Route - This is your next action for accounts that have a scheduled meeting and need to be put into a route for you to visit.
On Route - This field shows the accounts that are currently on a route and ready for a visit. Update the accounts you visit to "On Route" so you can filter them off the map when it's time to visit new accounts.
Days Since Last Check-In
Badger tracks your check-ins automatically after you make one at an account.
Use this field to time your visits. How often do you need to follow up with your prospects on average? When do you schedule your account visits? You can use Badger to build a better schedule for yourself with Days Since Last Check-in.
Everytime you visit an account just check-in at the bottom of their account details menu. This will save your records for future visits and keep all of your details organized.
Your Sales Stage field differentiates your
Leads - accounts you find via places who may need a meeting scheduled
Qualified Leads - these are leads you've met with who show promise and require attention occasionally to move their associated deal forward.
Opportunities - These are your prospects that are responsible for deals
Customers - These are customers who've purchased from you before. Label accounts as customers as soon as they purchase. Keep them updated to separate your closed deals from opportunities that require a different type of attention.
Sales stage is the field that seperates all of your accounts by where they are in your sales cycle. You should keep these updated so that when you need to plan a sales campaign with a specific goal in mind, getting more conversions or moving more leads to opportunity stage, you'll be ready.
The Priority Methodology
You have a territory full of opportunities, but you'll never achieve any if you don't prioritize what you want. The priority methodology is based around prioritizing your best opportunities by these dimensions:
Ideal buyer type
If your accounts rank highly in any of these areas, you should consider them high priority accounts.
How to Set-Up the Priority Play
1. Define each priority class in your sales data. Who are your best customers based on the above dimensions?
2. Define your priority A accounts by the dimensions that are most important to your active deals. Prospects who are close to closing should be listed as Priority A, but customers who are close to renewing are equally important. You'll have more control over your process when thinking about customers, as these are established relationships you've adjusted your schedule to over time.
3. Label all of your flagged accounts according to their next action. Create your Flag field to label all of the actions in your play. You need to consider every moment that involves a specific action, like scheduling a meeting ("Need to Call"), or adding accounts to a route ("Need to Route"), and whom you're already visiting ("On Route")
4. As you travel to all of your sales appointments, make sure you check-in at every visit. This will automatically update "Days Since Last Check-in" so that you can stay on top of the accounts you need to visit regularly.
5. Now your territory is updated with the Priority Play framework. You can run this anytime to see if there are any accounts that you should definitely visit.
Running the Priority Play
Once your fields are in order there are a number of sales campaigns you can run to make the most out of your process upgrade.
You can filter your map to reveal your highest revenue customers above a certain deal size for potential upsell opportunities. If you filter by Days Since Last Check-in you can also see these accounts by the duration of time it's been since your last sales meeting. You need to follow-up with your opportunities regularly to find revenue when it's available.
1. Filter down to your priority A accounts
2. Colorize by Flag to see the priority A accounts who you need to add to your route
3. Follow up with the flagged accounts who you need to call and schedule meetings with. Add them to your route if they're ready for a meeting.
4. Filter the map to show your priority B accounts who you need to take action on.
5. Continue the process until you have a full day's schedule. You may need to optimize your route to fit more appointments into your day.
This play ensures that you always know when to see the next highest priority account. As long as you keep your fields updated, you'll never have to worry about what you'll do next.
You only have so much time in the day to do everything you need to do. Make sure you structure your day to accomplish things consistently, not sporadically.