From the course: Sales: Data-Driven Sales Management
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Teach them why it’s important
From the course: Sales: Data-Driven Sales Management
Teach them why it’s important
- Far too often, I see companies try and implement something and change the way things have been done for the past 30 years, trying to bring everybody up to a new world order in a very short timeframe. As an example, in many sales teams, we see this happen with the implementation of a new CRM or various sales tools. The company spends a lot of money to implement a very expensive system, they go through months of rigorous training, or, in some cases, years, as was the case with one of my past clients, and they introduce this new system. I bet you can guess what happens. Everybody gives it the time of day for a few weeks, but then everybody slips back to status quo and the way things have been done for the past 30 years. I see this time and time again and the story is almost always the same. One of the most important things we need to do is to teach our salespeople why data is important to the company. We need to get them on our side right away. This improves the adoption of any new…
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