Coaching Your Sales Team in Salesforce.com – Demand What’s Next
One of the best, and least utilized, OOTB (Out-Of-The-Box) features within Salesforce.com is the Next Step field on Opportunities. It asks each Opportunity Owner for a simple phrase or sentence that identifies what is the next step in closing the deal. In coaching Sales reps, we love to see the Next Step field displayed on all Views and Reports, and even made required on the Opportunity Layout… or better yet, required (via Validation Rule) to be updated upon each change of Opportunity Stage. This provides sales management a way to help steer their sales execs on the path toward their best-practice route to closing deals.
And besides, if a rep can’t clearly identify the Next Step, is the deal really still in play?