Your Second Most Valuable Career Asset

Time...Your Most Valuable Asset

If you optimize your time you will increase your productivity and make more sales and more money. If you don’t respect your time it will work against you. Other than your time, there are a couple of other important assets that salespeople need to manage.

Your Database

Your second most important asset is your database. A clean, updated database of your customers, prospects, vendors and colleagues is a most valuable tool of the sales professional.
In the “old days” we maintained and accessed our database by using business card holders in loose leaf binders, Rolodex or 3 x 5 card boxes with tabs for dates, month, the alphabet, or address books. These systems worked reasonably well but did leave a lot to be desired. The data could not interact, it was not relational and could not produce reports of any kind.
Computer software has replaced these manual systems.

Database Management Software

The current acronym for database management software is CRM. CRM stands for Client Relationship Management. CRM not only hosts your database but manages database activities. Letters, labels, e-mails, calendars, meetings, phone calls, tasks and many other functions are organized and streamlined by CRM. CRM is a one-stop productivity tool that puts your database to work for you.

Here’s the Rub

You have to use the software and keep your database current to get the most value out of this important asset. Salespeople are notorious for not keeping their database management systems and data fresh. A well maintained database housed in a powerful CRM software system is a big advantage when used correctly and faithfully.

The Irony

The irony is that a database management system is the best tool to optimize your time. Go figure.