As one who has invested a good chunk of a career focused on process, measurement of process and analyzing the resulting data to help drive continuous improvement, a phrase used by a recent guest on The Healthcare Insider really snagged my attention. “The quantified self.”
It presents yet another powerful incentive to demand detailed sales process metrics to the sales pro who is skeptical about the value of CRM, i.e., discipline and accountability.
Let me ‘splain. First think about personal wellbeing. (That’s the topic Lee Farabaugh, Chief Experience Officer for PointClear Solutions was addressing in the interview.) Virtually all of us keep track of our weight. It’s a very basic indicator of health. (…not to mention appearance!) As we age, most of us begin to track things like cholesterol levels, blood pressure, heart rate and such things. We track and analyze such data because we have a burning desire to feel good and live longer. We change our behavior based on the data and its trends.
My daughter and son-in-law gave me a fitbit for my birthday last fall. It counts the number of steps I take in a day and transmits it to my iPhone which charts the ups and downs. Just last night when I was exhausted and had just gotten into bed, on a whim I checked my steps – 9,847. Tired as I was I got up. I walked 153 steps around my house. I had to do it! My “quantified self” had no choice. I had to hit that 10,000th step. I changed my behavior based on the data and its trends.
Now imagine this… Let’s say there’s a target of 90 active opportunities for every sales rep in your company. You have 56. Your two closest rivals have 89 and 99 respectively. What are you going to work on today? You will have to do it! Your “quantified self” will have no choice. You will scrounge up 34 more opportunities. You WILL change your behavior based on the data and its trends.