"You want the truth?   You can't handle the truth!" -- Jack Nicholson, "A Few Good Men"

CRM Reality Check

Your company has spent an enormous amount of money, time, and energy implementing a sales force automation system. Yet, you still cannot get accurate data that gives you a complete view of what happens in the sales cycle or a truly accurate forecast. The problem is that the data is rarely accurate and it is only as good as the information that is put into the system.  

Why? The "Human Element" and the subjective interpretation of data. This interpretation is usually guided by personal agendas.   You still need people to honestly and accurately use the system, therein lies the problem: Sales reps do not like them.

• Most Sales Reps:
  • Want their pipeline to look as full as possible so they inflate the actual value of the pipeline.
  • Most sales people think sales force automation systems are just there to supply the bullets to make it easier to fire them when their numbers are down.  
• Most sales managers don't want the VP of Sales to know they can't get their reps to fully utilize the system because it is a reflection of their management abilities.
• Most VPs of Sales realize that the data in the system is not accurate so they rely on spreadsheets to create the real forecast.
• Most VPs of Marketing are still searching for the data of what happens to the leads after they are handed over to sales.

Subsequently, the time honored battle between Sales and Marketing ensues: Sales claims they never get enough "real" leads and Marketing claims there are plenty of leads, Sales just can't close them.   Ding!   Round 2...

With Operation Overlord, we can bridge the gap between sales and marketing.