I read two very differing blog posts today, both with the same underlying message but one laying the blame at one door and the other chucking the responsibility straight back in the other direction. Post A suggested that corporate managers were not providing their sales people with enough support, thus companies were losing key customer opportunities (they even spouted the figure that 90% of inquiries generated being ignored by sales people...I find that maybe a little far fetched).
Post B believed it was the salesperson themselves to blame for this inefficiency, believing that if they wanted to be the best, then they had to put the time and dedication in to make sure that happened. So which argument do you side with?
Very much sitting on the fence here, I was intrigued by both. But what it comes down to is that both managers and sales professionals should be exploiting technologies to make the whole process much easier for both. New techniques are driven from the top and yes, corporate managers should be looking at new methods to support their team. Similarly, once the tools are provided to make the job simpler, sales teams should be making the most out of whats on offer to them. It's very much a two way street but a street, nonetheless, which is extremely manageable using the right processes.
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