by Yvonne Bailey and Hank Stroll
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Effective sales consultants invest much time and effort into developing and nurturing their sales leads and customers. The very nature of their job description renders this group competitive and somewhat territorial. The variety of systems and approaches they use to uncover, store and recall information on customers and prospects is almost as broad as their sales styles.
Many companies take a hands-on approach to managing sales data by systematizing sales practices and processes to ensure consistency in the capture and storing of customer information. This helps ensure that information is available across the organization for use in strategy and growth planning.
Others are happy to leave the sales department to its own devices for capturing this information. Management is not as concerned with the details of the customer relationships as it is with overall performance and the bottom line.
When your corporate CRM practices and those of your individual sales consultants are not in sync, what do you do? This issue's dilemma asks: How do help sales consultants preserve and protect their customer relationships while ensuring valuable customer information enters your database?
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