Saw two companies in a day recently for first meetings, and both moaned about their sales software. Apparently, “no bugger uses it”….
Case One – Goldmine
Wonderful kit, about a dozen historical databases all rolled into it with a call plan generating front-end, even having a link somewhere with SAS’s marketing automation suite for campaign tracking. One particular division of these global information vendors has a rep always 140%+ of target. His name is John. He never uses Goldmine. And said he never would as there was no point.
Case Two – Microsoft CRM
Another global salesteam, this time supplying the oil industry. Compliance was on the floor with their software. So they enacted a policy that commission would only be paid if a deal was entered into it. The result? Once a month the reps would “back-fill” all the info necessary to claim the cash. Not the point at all….