There are five steps in David Allen’s Getting Things Done time management program. We’ve looked at the first two – Collect and Process – and fitted them quite comfortably into a “customer retention cycle” which carries your relationship through the full circle of marketing, sales, and support. Both Collect and Process equate more to marketing and lead management than to opportunity management, but the lines are grey and many of us find ourselves crossing over and back to get the job done.
The third step – Organize – is clearly the province of opportunity management. In other words, full-on sales. So let’s have a look at how we get sales done in the organize stage.
Allen’s Organize stage is built entirely around the need to get your information properly categorized and entered into a trusted system from which it can be reviewed and acted upon as appropriate. There are several concepts here that apply directly to opportunity management.
I’ll start with the first, and I think the most important – Categorize. How do you categorize an opportunity? Well, first of all, it’s an opportunity, and not a lead or a relationship. This is an important distinction. You don’t want to be selling to a lead or a relationship.