You’ve used Sherpa CRM’s Base Camp to track your activity, see who your “Top Ten” prospects are and identify your daily sales priorities. Now you can enhance your professional referral relationships with Outreach Base Camp, our new dashboard for dedicated outreach development.
- Create a Top Ten list of your top referrers
- Plan ahead with a dedicated calendar of your outreach activities
- View real time visuals of your progress toward your outreach goals, including number of referrals and Time in the Outreach Zone (TOZ)
Like Time in the Selling Zone (TSZ), TOZ measures time spent planning, having meaningful interactions and other high-value activities. You can view and manage your team’s outreach goals from Outreach Base Camp, or export the results to a spreadsheet for further analysis.
Develop and nurture your top referral sources
“One good friend is worth a thousand acquaintances.” With Prospect-Centered Selling® we’ve seen that conversion ratios improve when you spend more quality time on fewer prospects – and the same philosophy applies to optimizing your professional referral sources.
An ongoing Promatura-ASHA study shows that 68% of the time sales teams spend on converting prospects from professional referrals are on the ones that come from paid agencies. Conversion rates for these prospects average around 3%. Compare that to a 20%+ conversion ratio from non-paid professional sources like physicians, attorneys or case managers.
Given the high conversion ratios of non-paid, professional referrals, why not develop and nurture those relationships? You can use Sherpa’s Professional Outreach profiles to get a better picture of your sources and track activity or next steps in the Outreach Zone.
Want to know more?
Get in touch and we’ll show you how to get the most out of the new Outreach Base Camp.
