Question for sales managers at smaller companies (under 100 people):
I've been talking to a lot of sales leaders about how their reps manage follow-ups between calls. Not the CRM task that says 'follow up Q3,' but the actual 'what did I promise this person I'd do next and when.'
What keeps coming up is that there's basically no system for this at most companies. It's memory, notes apps, maybe a Slack message to yourself. And deals die quietly because of it.
Curious: for those of you managing a team of 5-15 AEs, how do you know your reps are actually following through on what they said they'd do on calls? Do you have visibility into that or is it a black box until the pipeline review?
Would love to hear what's working (or not working) for people.
