Our CEO is known for his off-the-cuff, anecdotal lessons: the one thing you need to make a startup succeed, the most important trait you should look for in hiring, the difference between smart and intelligent. Whilst all useful, my personal favourite is the latter, as I’ve found it can be applied in more contexts than one.
What is the difference between smart and intelligent?
Smart and intelligent are both adjectives used to describe clever and bright people. Albeit, they have their differences. According to pediaa.com,
“The main difference between smart and intelligent is that intelligent refers to the ability to acquire knowledge, whereas smart refers to the ability to apply previously acquired knowledge in practical situations.”
When it comes to sales management, you need both. It’s important to not only acquire data – but know how to best use it.
More isn’t always more.
Companies don’t necessarily need more people to make more sales; rather, they need tools to help their employees work smarter and more efficiently.
Take any leading Sales management tool on the market today – Salesforce, CDK, SAP etc.
They come with lists of data, hundreds of screens, and 2000+ pages of operation guides. However, the usability & practicality of the software are often lacking.
What’s intelligent in functionality, is rarely smart in application.
At aureso, we focus on working smarter, not harder. Here are 3 actions we suggest implementing for smarter sales today:
1. Gather data you can use
Make data more than just a buzzword by organizing it into something you can use. While expensive, extensive systems provide lists & lists of data – they are often delayed, inconsistent, or inapplicable. Instead, pull out KPIs that will steer your business today. What does the mid-month Order Intake v. Delivery conversion look like? How are model split targets tracking? Which sales consultants have failed to close a ‘hot lead’ 3 days in a row? These are a few of the metrics you need in front of you on a daily basis to affect immediate change.
2. Don’t accept muddied processes
Especially in the automotive retail industry, lead management systems have blind spots. What happens between a sold vehicle and delivery? Delivery and handover? After handover? These are crucial processes to track, however, are often overlooked; leading to mismanaged handovers and time-poor sales consultants. Make sure you have clear process in place for every step of the sale; delivery is usually when it matters most.
3. Break down goals
Break down goals into daily achievements; don’t wait until the end of the month. When teams are only measured on month-end achievements, they often fail to place urgency on the days that matter most. Guide sales consultants – using live metrics and visual charts – to focus on what deals to close each day; to make your team more productive, less dilatory, & more likely to hit target at the end of the month.
An industry lack of ‘smart’ efficient sales tools, specifically geared for automotive, led CEO Tobias Meister & Co-founder Tim Rushforth to found our company. Lucky for us (& our customers), they’ve built aureso to include the necessary features outlined above.