Every year millions of data entry errors find their way into Salesforce.com data. You wouldn’t be the first executive in history to look for a contact name and see a street. Or to discover that reps are duplicating (or triplicating) efforts as they contact Rich, Richie and Richard Smith.
On most sales teams, innovation is a loaded word. It drives an expectation that the time lost to learn a new technology will take away from time used to sell. And that the innovation won’t pay off in results. Yet there’s one type of innovation that sales teams embrace. And the ROI is palpable.
The sales manager crunches the numbers and surprise, surprise, surprise! Just about all the new business comes from cold calling. Not search. Not digital content. Not social media. So, the manager directs his team to spend more time on cold calling and sales drop like a rock from a cliff.