Building More Business — Sherburne

If a sales automation tool consumes more administrative time than the sales rep is already spending, it will fail. Ideally, a sales automation tool should also link into other parts of the organization to ensure good data flow and to eliminate rekeying of data.

So Part One of the process is collecting data about customers and prospects and monitoring where they are in the sales cycle. Part Two of the process—the inspection part—is conducting regular territory account reviews that not only hold your sales force accountable for their progress by account, but also provide a platform for engaging your organization’s brain power to develop more effective account-by-account sales strategies.