We spent a lot of time at Visible Path building tools that helped individual sales reps sell more effectively. Lately, I've been working on determining what, if any, critical insights can be drawn by analyzing different communications patterns inside and between companies. Here's a quick survey for folks in sales management...
Please leave your thoughts and qualitative feedback in the comments. Please share a bit about the kind of company you work for and your role in that company in your comment, so we know where you are coming from.
imho, tools such as these would be helpful in a scenario where the person monitoring the sales team is further removed from the company's customers than he/she should really be (larger team selling smaller ticket items(?) - do we even have these these days?).
In general, if a given sales team is properly segmented, would'nt it be easy to figure what's working and what's not. Passion and relationships (in that order) still seem to bring in the bulk of the business atleast in the few companies that I have had the opportunity to work in.
Posted by: Satish Mani | October 27, 2008 at 08:32 PM