This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.Recently I dropped into a salesperson’s sales force automation to look at a couple of opportunities. What I found was disappointing.The first deal had five stakeholders attached to it. I was inspired. But other than names and contact information, there was nothing useful there. There was a record of the dates and times of meetings and phone conversation, but not a word regarding the content of those calls. The salesperson lost the opportunity the last time they competed for it, and what I found in the sales force automation was less than helpful in understanding what happened or why.The second opportunity was worse. There was only one stakeholder on the deal, and that one was from outside of the company. There wasn’t single note, but there was an attachment. That attachment was the pricing they emailed the prospective client. Uninspiring.You hate your sales force automation because you believe it only serves management and their forecasts, and you’re mostly right. You hate it because you think it is unnecessary data entry work, and you couldn’t be more wrong.How To Use Your Sales Force AutomationIn that first deal, I wanted to know what each of the stakeholders wanted or needed, what were their individual preferences, who was engaged, who had influence, who had authority, at what stage of the buying cycle they were in, what were their challenges, what would motivate them to buy, what would keep them from supporting us, the questions they asked in meetings, and any email correspondence (which could have easily been forwarded to the software).I would want to know who won the deal last time, why they won, and any communication that occurred with the company between the date the salesperson lost the deal and the day I popped in to look at it.Your sales force automation is a record of your relationships. As you sell, you gather tons of information, information that may later prove useful, information that may later help you appear as if you have command of the details, information that gives you context for future discussions.Don’t be lazy. Don’t be short-sighted. Use your sales force automation to help you sell better. You’ll soon discover that management buys it for the forecasts, you use it to help you manage your relationships and win deals.QuestionsDo you use your system like it belongs to you or your management?Who made the decision to use it that way? Is it serving you?What records would keep? Where should you keep them?No matter how good you believe your memory is, it’s not better than a computer.
Pagasa: Storm intensifies as it nears PAR Don’t miss out on the latest news and information. NBA: Paul believes blockbuster trade will benefit both Rockets, Clippers Pagasa: Kammuri now a typhoon, may enter PAR by weekend Lacson: SEA Games fund put in foundation like ‘Napoles case’ China furious as Trump signs bills in support of Hong Kong MOST READ LOOK: Jane De Leon meets fellow ‘Darna’ Marian Rivera Another vape smoker nabbed in Lucena Sports Related Videospowered by AdSparcRead Next Napa himself confirmed the move and the mentor said the addition of the former ace Knight would serve as a huge boost for the squad in this year’s campaign.“Kerby is a huge part for us, especially with his experience in the PBA. He can teach the players on how to handle some situations and that’s the aspect which he can really help us,” he said.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsNapa noted that Raymundo’s resume alone is enough testament on what the newest assistant coach can bring to the table.“He’s Kerby Raymundo. When you talk about Letran, you cannot talk about Kerby Raymundo, so he’s really a big boost for us that he’s here,” said the soft-spoken bench tactician. For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. LATEST STORIES View comments Kerby Raymundo. Photo by Tristan Tamayo/ INQUIRER.netKerby Raymundo is back home.The 1999 NCAA Most Valuable Player has made his way to the sidelines, joining Jeff Napa’s coaching staff to serve his alma mater Letran for NCAA Season 93.ADVERTISEMENT Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Lacson: PH lost about P161.5B tax revenue from big trading partners in 2017 PLAY LIST 03:46Lacson: PH lost about P161.5B tax revenue from big trading partners in 201702:09‘Very evasive cop’ ordered detained in Bilibid02:04‘Very evasive cop’ ordered detained in Pasay City jail by Senate02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games El Nido residents told to vacate beach homes