I was at a trade show recently and spoke to a very large tape manufacturer. This fellow was Vice President of Sales responsible for world wide sales. Being in the CRM business, I asked what type of tools are being used. He replied SAP. When asked if his distributors, which are the sales team exclusively, were signing into or were exchanging sales data with him using SAP he looked at me like I was crazy. “There is no way for 500 distributors to send data to our CRM system.”
OK, here is a VP of Sales that gets no lead data, no opportunity data and now sales activity data from his sales team. What does this guy do? What is his job spec? How can he possibly add value to his company with no knowledge of what the sales team is doing?
How can he improve?
How can he determine the best lead closers?
How can he tell the best salespeople at the best distys?
