Top 10 Signs Your Business Needs A 360-degree View Of Sales
Monday, February 1st, 2010(With apologies to Mr. Letterman, of course)
10. Salespeople must log into CRM, ERP and a data warehouse system to find all the information they need about an account or a prospect.
9. Salespeople spend hours gathering account information instead of selling.
8. Salespeople have no real basis for their revenue or volume forecasts, other than “gut feel”.
7. Your Sales VP has no easy way to monitor key sales metrics on a daily basis.
6. Salespeople spend half a day collecting their sales territory data for the status Call with the Regional Sales Manager on Friday.
5. Regional Sales managers spend all day Friday collecting sales reports for the Monday morning status call with the VP.
4. Sales VP spends all Monday collecting sales reports for the status call with the company’s President.
3. Sales expenses and sales activities cannot be correlated.
2. The supply planning team complains of lack of verifiable demand forecast.
And the #1 sign that your business needs a 360-degree view of sales:
1. Salespeople do not clearly see the link between their actions (sales efforts) and results (variable compensation).