Jen
Oh my gosh. So I am, without my partner in crime today, Jessie Suggs. And so I would like to dedicate this episode to Blaire Suggs, Jessie's little old lady pup who crossed the rainbow Rainbow Bridge today. which is why Jessie is not with us. and I was looking at this, quote today, and it really touched me.
Jen
And I think it's appropriate dogs are not our whole life, but they make our lives whole. So cheers to Blaire Suggs. You had an amazing life, sweet pup. All right, let's get into it. Okay. Episode 13. Oh, I have such an exciting guest introducing the online sales specialist extraordinaire for brand homes, Trista Nixon. Woo woo.
Trista
Thank you so much for having me.
Jen
Oh my gosh. I've been looking forward to this. Trista, I think I met you back in 2021. Right? 2021.
Trista
When you came.
Jen
From on site sales land over into online sales land. And I knew that you were so special, not just because you had beautiful red pink hair. I think maybe purple hair. At the time, I was like, man, she's special. She stands out. But, you know, you just had that that it factor.
Trista
Thank you. Thank you so much I appreciate that. I think it was, like I just had boulder red at the time. You know, it was like a summer. So it was like my summer red.
Jen
So, Trista, we're going to get into I've got lots of questions for you as a, as an online sales specialist extraordinaire. But we have to we have to do our. Will you help me out? Since Jesse's not here, we got to do some.
Trista
I'd love.
Jen
Some housekeeping. Okay, so first of all, any awesome online sales specialist shout outs? I have one, Lee Williams of Bouchard Homes is Laso Lasso's online sales specialist of the month. So kudos to you. Lee, if you're listening. Great job. It's always fun to be highlighted as, you know, Lasso does this, Trista Lasso does this, like online salesperson of the month, and they interview you and they feature you on Facebook.
Jen
And they've been doing this since I happen to know this because I was actually the first one they featured as Elsie of the month back in 2015. I think. So almost ten years, last ten years. We're going to have to get Heidi to, fact check us on that. But I think it was 2015. Okay. Let's talk about what are online people talking about right now.
Jen
So, Trista, I have heard in the last week I've had two Jesse and I have had two different online sales specialists reach out to us and they have said like, hey, we're working. we had an we had a lead comeback in the lead was already in our database from last year, and the lead came back in or it signed back up.
Jen
Am I treating that as a new lead and, you know, working it as a new lead. And this you know, Justin, I kind of went back and forth about this a little bit. The answer is no, not really. Like so if it is a lead that's already in your database and it is coming back through, right, you're not you're going to pick up where you left off with that.
Jen
Right. And remember our philosophy is one lead, one appointment, one sale. So if you have that lead that you have resuscitate it or that is came back through, you can still try to resuscitate it and set another appointment for it. But as far as your conversion metrics, you're not going to count that as another appointment in your conversion.
Jen
So that's where we got kind of screwed up. What are your thoughts on that?
Trista
Absolutely. Because if you continue to count, you know, some people visit multiple communities multiple times per year. So if you're counting that one person, you know, just say six times, two times per year, that's six more people added to your your conversion rate that are dropping your numbers down. I guess in my spreadsheet put them in a different color.
Trista
So I remember when I'm counting my numbers at the end of the month, I just pull those.
Jen
Out.
Trista
And don't count them again.
Jen
Yeah, that's a good that's a good practice because you still want to track like that. They had an appointment at another community right. So you still want to keep track of that. And you know some builders will give you credit like for you know, as far as compensation and things like that, if you're scheduling multiple appointments. But we're just talking about folks like conversion of lead to appointment to sale.
Jen
So you want to keep your conversions clean. the other thing around this that's kind of come up, Trista is like, well, working as a team, my teammate actually, you know, the lead that was already in there that was assigned to me. The teammate actually reset. You know they called back in and the teammate got the lead. Now the teammate is working it and trying to get who gets credit for that yada yada.
Jen
And again this can get a little bit sticky. But you know on online people talking we talk about the hard stuff. So I'm just going to I'm just going to tell you our philosophy is that, lead ownership. You know, as long as there's documented correspondence in the CRM that this was your lead, you were managing it. You have follow up in there, you have notes in there.
Jen
You have there on a process like there's been engagement, something's been happening. Then that lead stays with the original OAC that originally had it right. And if you're doing your monthly prospecting, there should be a trail of engagement or attempted engagement. Let's just say. So if you and your team are working and, Jen Barkin comes back in calls and your teammate happens to get that lead, your teammates going to work it right as your teammate, right.
Jen
You're going to work it. You're going to help the customer. Because customer first. But the original LLC is still going to get credit for it because like if you're just covering for each other. So we could probably do a whole other online people talking about how team dynamics and how to work as a team. But again, that's our philosophy.
Jen
What are your thoughts on that? Like as a team member, does that make sense to you or am I am I being controversial?
Trista
That means that probably is controversial. People are. You look at a riot when they see this video. But, you know, I think that for me, I think it's exactly what you said. You know, like sometimes when you are working with a partner, you're your partner is going to get the one lead that you may have been working for months and then you're going to pay them back in the future.
Trista
So to me, as long as you keep it like that partnership mentality, like a keep the team in mind, I think that everybody can win here.
Jen
Yeah. So it all comes out in the wash. I can't tell you how many times, you know, Trista where I've gotten emails. It's like, hey, I did this work, but my teammate did this and it was my lead. And but they're getting credit. And you know, I did all you know and I go it all comes out in the wash when you're you want to have when you're building a team dynamic it starts with trust.
Jen
You know you have to trust the other person. So it's like, if I'm out of the office and I'm on vacation, I trust that you're going to take care of me. One of my leads comes in, you're going to take it from there. I, you know, I can trust you, that you're going to set the appointment. You're going to do what's best for the customer because I got your back when you're on vacation and when you're off and I'm covering for you.
Jen
So it all um's out in the wash in the end.
Trista
Absolutely. Agreed.
Jen
Okay, Trista, let's get on to talking about you, superstar. So tell me tell everybody that's listening a little bit. Yes, your online sales specialist. But where in the world are you like, give us a little background on who Trista is. So yeah.
Trista
I'm, I'm in Austin, Texas, and I'm working for Barratt Homes, as you said before. And, a little bit about me. I'm a dog mom, obviously. I mean, everybody's a dog. I think it's like a prerequisite. Like, if you're going to be down with a pretty. You've got to be a dog. Mom.
Jen
I hope I didn't make you cry with.
Trista
My eye opening.
Jen
yeah. Where our hearts are with Jesse today, virtually.
Trista
I know, I oh, man, if dogs could live as long as we we do, that would just be. Somebody needs to hurry up and invent that. Because I need that in my life. Some scientists somewhere needs to make dogs live a forever, or b as long as we do, because I cannot. Yeah, okay. I cannot take it. Oh, man.
Jen
how long have you been in? Yeah. How long have you been in the role of online sales?
Trista
So I've been in online sales, coming up on three years, actually.
Jen
Right.
Trista
So when I first met.
Jen
You, when I first met you in 2021, that was your first year in online sales?
Trista
My very first year. Yeah. I didn't even know what. This is embarrassing. I didn't know what do I see? Was when I was like, I don't even know. What do I see? Is that okay? I'll, you know, I'll go through the process. I'll do that. I'll do the motions. I didn't know, like I didn't know how drastically my life was about to be altered forever.
Trista
In a good way. In a positive way.
Jen
Okay. That's awesome. And you're you're pretty new to Braun, right? Like you just started there. Not too long ago.
Trista
Yeah. Back in November, actually. Right. Right.
Jen
Yeah. Okay. Yep. And so prior to online sales, you were an on site sales agent, which I love because you I feel like you're bringing that unique perspective to the role. So talk a little bit about how, you know, working in online sales I'm working in onsite sales coming over to online land. Like what what is how is that perspective shift for you?
Trista
I think that I mean, first and foremost, you know, like it gave me a little bit a lot of insight really into how the, the appointment process is going to work, how, you know, when people, you know, go out to the neighborhoods, what that is going to look like. So that helps me kind of ease some of the anxiety when I'm talking with people on the phone.
Trista
And I think from an, perspective of talking with like the onsite, I feel like it gives me a little bit more like the street cred. Right? Like they know, okay, she was in the seat on site before, so she kind of knows, like what we go through. Like, I know the stresses, the headaches, you know, the anxieties again, that we have, you know, when we're, you know, going through the building process or going through a contract process.
Trista
So I do, you know, I am able to kind of put that hat back on and think, okay, if they're writing a contract, okay, I need to do what I call appointment math, right? Like, okay, appointment math, okay. It's a contract is like an hour. I've got to give them a 30 minute buffer. Okay. So my next appointment can do that, you know.
Trista
And so it's going through those motions, you know, and knowing that I kind of know how they operate. And I think it really does help, you know, we develop a really strong relationship with the team because they know that I've been there before. I've done what they're doing. And it also gives me a really unique perspective. You know, when I'm speaking to buyers, because the questions are different, right?
Trista
There's completely different. We're not trying to sell them on the phone. We're simply trying to set the appointment that is our sale. That's that's our win. Like we're winning when we set the appointment. And everybody wants to win, right? So it really gives me a perspective. And knowing that it's like a full circle moment, right? Like I know what I'm doing.
Trista
I know what they're going to be experiencing. They go out and then I know and on the back end, I know what our company is going to be doing to take care of them when they actually go to closing and their walks and things like that. So it's just it's really cool to have that perspective, honestly. And I do appreciate again the street cred.
Trista
So the team knows that I've been where they are.
Jen
And I can now, you know, navigate that on the flip side. So okay, one thing that you're talking about and you know, we think is so important, it's like having an understanding when you're in online sales, if you have never sat on site, if you have never been in a sales role on site, you have you don't really have an understanding of what they go through on a daily basis.
Jen
Dealing with customer backlog, you know, meeting with people face to face. It's a completely different job than what you're doing online. And so we always recommend for online sales specialist. If you've never done that, like you should go out and spend an afternoon on site observing, you know, attend an appointment that you have set, like for your salesperson, go out there, be a fly on the wall, see what's going on so you can experience that.
Jen
On the flip side, Trista, you're you're, you know, coming into a situation at your current builder where nobody on your sales team has ever been an online sales specialist, right? So they don't like, you know, what it's like to be on site, but they don't know what it's like to be online. So what do you think is the biggest misconception that maybe on sites have about what UX do?
Trista
I think I'm just generally out there, right. Not even one specific team, you know, like just generally I'd say that they think that it's like super easy that we just sit around all day. I guess eating snacks and answering the phone like living our best lives. We have like for lunch breaks. We're lunching with the ladies, you know, whatever.
Trista
Like we have all the time in the world to just do all the things because we're just simply answering the phone, you know, in responding to online leads, I think that that's the misconception is that the amount of work that goes into every single lead that comes through the virtual door, the phone door, you know, the amount of work, I think is a misconception because, yeah, you know, even if you say it right, like, even if you say it hundreds of times, even if my sales manager says, okay, this is a process hundreds of times, maybe not hundreds, but at least a dozen, you know, like the team is still like, grasping, like what
Trista
all goes into every single appointment that is set, you know, all the follow up.
Jen
But how do you okay, that's a misconception. And listen, we hear that all the time. Like, oh like I had no idea. Like all the stuff that you do. I thought you just answered the phone and set appointments for me occasionally. I mean, that's literally what my sales team thought when I was in. I like to like so we're talking this has been a common you know, perception for years.
Jen
But so how do we change that? How do we change that around? You know, I think you said training. So talk a little bit about like, you know, what are we doing to train our teams. So they understand.
Trista
So so yeah. So I actually did. So my company actually does something really cool. They call it brand. You and other companies probably should take note on this because it is incredible. Every month we have a training that you can hop on virtually, or you can go actually physically in the office to and it's like on different things.
Trista
So they go over like warranty contract. okay. They did one on online sales. So basically everybody in the company knows what you do, what each department does. Yeah. And so we and it's just like a rotating door of like training. And so everybody attends. It's so incredible. I've never seen anything like it where everybody is just so excited to attend these trainings.
Trista
And it's not just for the free food like they are engaged. Like I was talking.
Jen
I was like, get me some donuts and toppings and I'll be there, right?
Trista
It's not even that like, we had tacos and they were good and it was.
Jen
Now I know.
Trista
Free food.
Jen
Somehow I knew there was tacos involved. I mean.
Trista
Austin, we're all about tacos. Yeah, like we have.
Jen
Echo's tacos, and we'll be there.
Trista
Yeah, exactly. I mean, and. Yeah, but it wasn't even for the free tacos, surprisingly enough. But, like, people are engaged. Like, I was actually talking to people in, land about what I do. They were asking really engaging questions, and they wanted to know the answer. So Ron, you is amazing. It's all about training and just keeping everybody up to date.
Trista
So we had that. We also have our, of course, ongoing trainings with DC and what Jen did. Jen, what you did it. I'm talking about you, the other person.
Jen
Like yes, yes, pretend I'm not here.
Trista
Pretend you're not here. What what you did is you came in and you did a training for the team. what the role looks like. What the step by step process is. You went through the sales process, you showed the sales funnel. So, I mean, literally you went through and did, I mean, everything, right? Like you went through the whole process.
Trista
And I can tell you we've said it dozens of times, but the team until this moment, I think it was really a light bulb moment for a lot of people. Yeah. Because they didn't realize everything that was going into, every single appointment that is being set. So, and every single lead that's coming through the door, not just the appointments set, but every single lead coming through.
Trista
Right. So I think that was a really big light bulb moment for a lot of the team. And I think that it's just so important to have this ongoing trainings.
Jen
Yeah, it does hit differently when like somebody else is saying it versus like the online sales specialist. So like you could stand up there and be like, hey, this is what I'm doing. You know, this is my process, which is important that you do. But then having like reinforcement, if it's not a if it's not a Jen, it's a leader in the company.
Jen
Like somebody that like has some impact to go, hey, this is what is happening at the top of the funnel. This is what's happening at the middle of the funnel. Like what's going this is all that. This is everything that it takes to get even an engagement sometimes. And then the process of getting the appointment and why it's such a big deal.
Jen
And I think to like, I saw your team, first of all, your team was awesome. Like, they were really, really fun. They were a fun group, but I definitely saw light bulbs going off that I could tell. Like on the zoom boxes. when you kind of break it down, like how many actual eyeballs and visitors are coming to your website like thousands upon thousands upon thousands a month, and actually only like less than 1% of those are actually becoming a lead.
Jen
So like even just understanding that concept of like, it's a really big deal when you get a lead, right? And then like sometimes you have to engage with them up to nine times to even get a response. In some cases. Oh, and then you're dealing with objections or uncertainty and having to build that trust to get them to move forward.
Jen
There's a lot like you're saying trust that goes into it, other than just, yeah, I set appointments for you occasionally, right?
Trista
Yeah. And I think one other thing about building trust with the team. We talked about building trust like within your OSC team, but I didn't want to take it back and just say you mentioned on something about that I actually do is just go, go on site. I think it's so important. So I do weekly community visits. So I go out once a week and I rotate where I go.
Trista
So we have a big team. And so I usually like try to fill in while I'm out there. Like they hate it, they hate it, they love it. it's up there like with like ice picks in the I kind of situation. They don't like it. but you know, I just encourage them. And I remember what Mike said, which is your face is your face, and you say it all the time to your face is your face, and you get over it.
Trista
Yeah. Get like, get over. Don't look at yourself like, here's the camera. Make sure you're looking at the camera. I always show them where the camera is. And, we make a video and they're like, And I'm like, it was great. I loved it. As long as you put your personality into the video. Yeah, you know, and make it yourself, like that's important.
Trista
But that's for the, of course, for the people that are coming in the virtual door, we'll send them the video. But the relationships with the team, like I think it's just so important. So they go out there and they also see work. I bring my laptop like I don't leave my laptop at home. I carry it everywhere, basically so that I have it at all times.
Trista
I don't leave the house on the weekends because I want to make sure that all my leads. But, you know, the point is, is that when I go out there, I bring my laptop, I show them what I do, and they're like, wow, you're you're really working a lot like they're really usually amazed. But it gives them insight.
Trista
And they also see me as a person too, because I'm like, oh, the phones today have just been blowing up. I'm just so excited. You know, they see me as a real person.
Jen
Something important that you're saying, I just want to stress here is that it's especially if you work remote and you're not around your salespeople a lot like you've got to put yourself into their world. You can't just sit back and go, well, I'm doing everything that I'm supposed to be doing. why aren't they doing their part? You know, why aren't they right?
Jen
Why aren't they're getting back to me. Why are they communicating with me? Well, you know what? Stop going. Why aren't they doing and start going? What am I doing? So you've got to be proactive. You've got to put yourself out there into their world in order to build a connection with them for sure. Okay. Question. This is a tough one okay.
Jen
We're going to get vulnerable. We're going to get naked. All right.
Trista
Ready.
Jen
have you ever, you know, in this role, have you ever been doubted like you know, or felt less than. And how did you handle that?
Trista
I mean, absolutely, when I first started at this company, you know, they haven't had a see for like over a year. And I don't think that they had the most faith in the person that was in the seat before me. And so I kind of walked into a spider web of a mess. Like it's absolute like you're like, yeah, picking through, like trying to figure out, like how to move forward, how to go through the spider web.
Trista
Right? Like it is kind of a mess. And I mean, truly like, you know, when I started doing my community visits, you know, people be like, oh, we're so excited to have you. We're so glad you're here. But it's like, then like the word through the grapevine would be like, oh, we're not sure if we need an order.
Trista
We could just be answering those phones ourselves like, I'm the best person to work the lead, right? So I really have had to prove myself and show, like, again, like believe I have to be vulnerable with the team. Like, hey, guys, in the meetings I stand up and say like, hey, if I've made a mistake, tell me, you know, if I've said something that's not quite right about your neighborhood, you let me know so that I can fix my verbiage.
Trista
Right? And like, like, our promotions are ridiculous. Like, we have amazing promotions. So, like, when I first started, I couldn't grasp, like, the you could do all of the things I was like, you can get one or the other. And then somebody actually corrected me and said, no, no, no, Trista, it's not one or the other, it's everything.
Trista
And I'm like, no, no, no, wait, hold on, back it up. Like, what's what? Like all of these things. I'm not kidding. Like, it took me so long to grasp that. And I called myself out about that because then I was able to say to the team like, hey, you know, Brooke was able to correct me on this when I was wrong.
Trista
Like, please tell me if I'm saying something. It's not quite right if I'm sending a buyer out. That is absolutely not right for your neighborhood multiple times in a row. Yeah, let me know. I think it goes back to just calling yourself out, holding yourself accountable. Right. And being vulnerable in a way that lets you grow. Because once I did that, like it's like a lot of walls came down.
Trista
People were like, oh, she is a real human. She is here to help us. She is here to, you know, make the company better. Right? So I think it's really just about not proving because you can't change people's lives for somebody that's big. But but yeah itself.
Jen
But but but okay. So I agree with everything that you're saying. But I also think that the proof is in the pudding. And in February I think you guys had the highest sales month in a few years.
Trista
Yes, yes. So ever. Yeah. We had 99 sales.
Jen
99 sales in a month. And, you know, with a, a point, I think your, your lead to appointment conversion is like 45% or 47% or something.
Trista
I think it's 40 some amazing.
Jen
And so sales are a result of appointments and so yes, like, you know, if you are an online sales specialist, that is like being doubted or, you know, questioned or whatever the proof is in the pudding and continue to show results. Don't be afraid to talk about results. Don't be afraid to be vulnerable and open and say like, hey, here's my goal.
Jen
This is what I'm working on to get there. And, you know, don't hide behind the numbers. Like be open, be talking about it. And like, especially when you're coming into a new situation, be humble, be humble, which I think is what you did. It sounds like, you know, hey, I'm here as your teammate and I want to I want to speak your lingo and I want to learn from you and like what you're saying, how you're talking about it.
Jen
And then the proof is in the pudding. So, like you are, you have built your street cred. You've earned your stripes.
Trista
It took me a while, but I think I'm finally there, you know? And, you know, one of my teammates the other day, he said, I just I don't know what we would have done with all these. How would we have gotten all these sales if you weren't here? It's like, oh, I mean, I don't know. I don't really feel so good.
Trista
I was like, I know, right, this is my moment. I was like, shut. I was like.
Jen
Can can you put that in writing? And let me put it, you know, I mean, put it in lights. I'm going to put it in like, yeah, you need to put that in and bright lights in your office. That's awesome. okay, last question is, if you could go back in time to your brand new online sales self.
Jen
So go back in time to 2021, just starting out all the things I mean, think about I mean the market was ridiculous in 2021 and just last year was a totally different harder type of year. And what advice would you give yourself?
Trista
Oh gosh, I think, you know, for me. Don't be so stressed about everything. Like I was so stressed because I was learning so many things. And it's like even our like the CRM, we use Salesforce. So like even the CRM, you know, that we used and the process was completely different from anything I'd ever learned. Like I didn't know what.
Trista
Oh, a c no response meant I didn't like I should. I feel like I could have asked a little bit more questions because I wasn't quite grasping, you know, the processes, right? So just asking questions about, you know, if you don't know something, don't be afraid to ask the question, because I was like, I don't want to seem like a complete and total idiot, so I'll just pretend like I don't.
Trista
I know what is going on here. I didn't know it took me a while before everything kind of clicked in place. I think it was like, I don't know, six months before my brain even comprehended how everything work. That's how everything. Yeah, like clicked into place. Like what does no response me like, what does that do to our long term follow up, you know.
Trista
Yeah. we just, you know, don't be so stressed about, like, CRM, you know, like, whatever your CRM is like, don't think, oh, I have to do a, like, I was searching for YouTube training, so try to make sure that I knew how to do Salesforce perfectly. You know? But like the thing is like there is zillions of YouTube trainings and YouTube videos and like hundreds of hours of trainings because it's so detailed, every CRM is so detailed and can do so many things.
Trista
So don't stress about those nuances. Like it will come, like just work. The processes do the you know, when I tell people, you know, do the training, like watch the videos, you know,
Jen
If you're brand new, it's like ask questions. I think that's a good one. Like, you know, I always tell people to like as their new I say that same thing, it's going to take you six months to even make sense of it all. So give yourself a break. And I think ask questions. And I think even as you progress in this career, don't ever stop asking questions.
Jen
Be serious. You know, like be curious, ask questions. You know, find a mentor. you know, that's that's so important that you continue to do that. Trista. And you are. Oh, sorry. Go ahead.
Trista
Say what you're going to add one other thing. Like always be willing to learn because I feel.
Jen
Like, yeah.
Trista
I don't you don't know everything. And even if you think you know everything like it's this industry changes. Yeah. On the daily. Right. So it's like we always can be learning like new things. So I think that that's so important. And I do try to really adapt that mentality. Like if the last summit like it was like put on, you might say she was like.
Jen
put on your,
Trista
Learner's cap or beginner. Yeah.
Jen
But on your, on your a beginner's mindset basically.
Trista
Mindset. Yeah I really do. And I got so much out of that summit because I just let myself be a beginner.
Jen
Yeah. So what Trista, isn't telling you all, which was so awesome. Is that, our sales and marketing summit, our online sales and marketing summit that we have every year? she was on one of our panels, and our superstar panel that we talk about. And so she did such a phenomenal job. Trista, you are a a fierce to be reckoned with.
Jen
you're just awesome. You are a light. And you, you know, spending time with us today, you know, you're making an impact in the industry. So we appreciate you so much.
Trista
I appreciate you having me.
Jen
Yeah. It's time now for our skills check. Because, Trista, you know what I always say? You gotta check yourself before you wreck yourself. So yes. Skills check. This time is we started talking about lead. you know how we're counting our leads and and really looking at that. So it's important. One of the primary jobs as an online sales specialist is to quantify your leads, feed this information, back up to marketing, back up to leadership.
Jen
And so when you're looking at your leads, make sure you're going back to your report. And you're counting one to 1 to 1. How many leads new leads you got for the month, how many appointments you set, how many showed up and how many of those appointments went to sale. And if you have buybacks, meaning multiple appointments for that one customer or, you know, prospecting like you've resuscitated, leads that maybe had already been out to the community and they've come back around to you and you've resuscitated them, and then you've set them back again.
Jen
Make sure you're keeping track of that separately. So like Tricia was saying, you know, she color codes like these are buybacks or these are people who have had multiple appointments. Make sure that you're having a line item for that on your report, and you are not lumping all of that stuff together because you want to track it separately.
Jen
So 1 to 1 to one, trust to any additional thoughts on that on a skills check?
Trista
Yes. Just make sure to double check yourself to that. You're notating it in your CRM because you're not always going to have your spreadsheet open. Well, I mean, you do. You have your spreadsheet open? I do, but you want to make sure, you know, take that back appointment in your CRM so that when you're getting another call, you're like, oh, Susie Q is about 27 times like, okay, we're not counting Susie Q and your partner is not counting Susie Q 27 times as well, because you want your conversion rates to be a true, a true snapshot of what you're doing in the system.
Jen
Yeah, CRM should be called CIA, basically.
Trista
Yeah, absolutely. I love it. I, I, I'm all about our CRM. Like I, the team is like you know and I'm always like I.
Jen
Say on the online people talking, we will discuss how to get our salespeople to use the CRM.
Trista
But and then it's certainly what it's going to be.
Jen
No, I don't know. I just made that up I don't know.
Trista
That's great. I mean.
Jen
Listen, that is a that is a again we talked about the like long, you know, misconception of like what is online salespeople. What do online salespeople really do. Same thing long like standing challenge is we hear it all the time getting salespeople to use the CRM. I have some thoughts on that. You'll have to tune in on to the next episode to learn more about that.
Jen
Trista. Last question.
Trista
Okay.
Jen
Are you down with Oppt?
Trista
Yeah, you know me well.
Jen
All right. Thank you.
Trista
Thank you so much for having me.
Jen
Oh my gosh, it was awesome.
