Selling is changing – are you keeping up?

The sales process is evolving: In the past sales was based on relationships –
  • Good sales guys had good rolodexes
In the last decade – CRM tools have helped build a process for sales
  • Data has been the goal
  • Managing to metrics has become the normal process
  • The system has driven reviews and plans that try to understand the data and explain the situation
  • Sales feels like they take a lot of time feeding the data monster and get little benefit
  • Data accuracy is always an issue and you need to be careful about depending on it
  • Even with a lot of data – winning new business still takes a long time and predicting the future is problematic