IMPACT ON SALES PERFORMANCE

Given a data degradation rate of ___% per month or ___ % per year what affect is this having on your:

A.     Salespeople:

One of the most discouraging things for salespeople to do is to call leads that they feel are not viable. One of the only things more frustrating is to find that one of their associates is pursuing the same lead. (unknowingly, because of duplicity in data).  The psychological toll on reps affects their productivity in measurable ways.

What percentage impact on productivity does this have?   ____ % to ____ %.

B.     Sales Management:

The consequence at the managers desk is a surprising amount of time and energy spent addressing the fallout from conflicts, discouragement and creation of legitimate non-performance excuses. This dampens effectiveness of one of the most important resources in the company.

What percentage of management’s time is wasted here?   ____ %  to ____  %

C.     Sales Administration:

Sales assistants and other administrative staff are burdened with useless activities as a result of faulty data and its subsequent effect on the management and salespeople they support. The wasted time spent on an overhead function like this can be calculated straight against sales administrative cost:

What percentage of time is wasted here?   ____ %  to ____  %

D.     Current Clients:

This can be the most costly, but hardest to gauge area. A salesperson calling a current account to attempt to sell them over again, as if they were a new prospect, makes an extremely poor statement about your company overall.  

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