It's that time of year again...
The smell of fall, football, apple cider, Halloween and next year’s planning. Yes, it’s that time of year again, and for many of us entering the 4th quarter of the year it is a time to ponder two critical questions: 1) Are we achieving the sales results that we wanted for this year? 2) Are we comfortable with the vision we have into our sales and marketing processes, to expect different results, as we plan for next year? These are two critical questions to ponder as we wrestle with the fundamental business issues of customer acquisition, customer retention, and sales revenue growth.
Often, we see the elephant in the room as: Do we have the insight into our information and processes to answer these questions? Is your marketing, sales and service system providing you with the answers to these questions? – It should. Are you expecting your CRM system to provide this knowledge? – You should. Do you expect CRM to support your teams in making their day-to-day decisions as to whom to target, and where they spend their limited time? – You should.
Having this knowledge at everyone’s finger tips is what your CRM should be doing for your organization. If not, you either have the wrong tool or you are not using it fully. Now is the time to reach out to your business partner for assistance, or if necessary find a new one.
This is the time of year when information and process gaps are seen the most clearly. How critical to your growth is it to get your processes, information, and people all aligned and moving in the same direction?