Posted By jeff.weinberger on 11/15/2007 8:53 PM
Question Submitted: How can I get my Pres, VP & Sales Manger (we are a small company) to buy into the process of tracking sales. Keeping up with our program in which we keep all our lead and sales information? Like you said, they think it takes too much time. However, it actually creates the map for us.
What are your thoughts?
Without some method of tracking sales, how can they possibly predict the future?
Regardless if you are a small company, I'm sure there is someone who is responsible for business results. Who is that person? Is the President accountable to a board? How is the VP of Sales measured? What about the sales manager? I would be very surprised if no one is accountable for results.
Next, make the distinction between "leading and trailing indicators". A trailing indicator is "closed sales". Ask the question "how do these sales happen?" Is there some relationship between how many sales you work on vs. how many close? I'm sure there is.
If this doesn't make sense to your VP of Sales, find another sales job because you won't be successful in a company that does not value sales.
Nothing happens until somebody sells something. |