“ENABLING ONE ON ONE PERFORMANCE IMPROVEMENT AT FULL SPEED”
Lawrence is a Tenant Broker at Cushman & Wakefield. Cushman & Wakefield is among the largest global commercial real estate services companies. Lawrence works out of their Atlanta office.
What do you like best?
My favorite attributes of the WideAngle product are speed, focus and consistency. Prior to WideAngle, I had to schedule, reschedule and attend 30 minute meetings with my sales lead every other week. There were many times where meetings were pushed and never rescheduled and the time involved with setting these up and attending them took at least an hour / week. WideAngle allows me to get the benefit of these one on one meetings on my time, without coordinating calendars. This factor alone saves me at least 3 hours a month. Because the interaction is happening on my time it is much easier for me to remove myself from the deal flow and focus on reviewing my performance and planning for the future. Being able to focus allows me to take better account of where I am and ask for the right assistance on where I need to go. Finally, one on one meetings before WideAngle were only consistent in the inconsistency. My sales leader would ask new questions, look at different metrics and change the…
What do you dislike?
I don’t have many complaints about the product, but I am excited to see new developments. As my company gets more comfortable with data it tracks in SalesForce, WideAngle will become a more powerful tool for us to track pipeline and broker performance.
Recommendations to others considering the product
If you have a head of sales, that is currently managing face-to-face one-on-one’s and/or simply monitoring performance based on metrics, then WideAngle will take you to the next level. WideAngle allows your sales leader to engage with the sales team with the speed and consistency of a software only monitoring product, but at the depth and performance enhancing result of a one-on-one meeting.
What business problems are you solving? What benefits have you realized?
It is hard to estimate how many problems we are solving because there are so many each day. Prior to WideAngle, we had to wait until we had face to face meetings to discuss challenges and choke points in the Biz Dev pipeline. After those meetings, it was hard to follow up on issues raised or requests that had been made. WideAngle allows us to track challenges raised and see patterns from all the reports. This keeps the team accountable and even shows the priority of each challenge by showing how many people are facing the same issues. In a similar manner, we share market information and trends which increases each brokers market knowledge allowing us to perform better in pitches and calls. These insights are not ones that we can track in terms of tangible data, but WideAngle has dramatically improved our business unit beyond the old method of face to face meetings.