A smooth transition…

Interesting conversation last week. One of our clients had recently lost a couple of key sales staff. Since they don’t have a big sales team, this represented a reasonable proportion of their sales capacity, and had the potential to be highly disruptive in the countdown to their year end. When I asked their sales director how this was impacting them, he pointed out that they had actually managed to increase sales over the effected trading period. One of the key reasons was the depth of up to date data they had built up in the CRM system about customers, prospective customers, and the related sales opportunities, meant the time to get new staff up to speed was minimal – the new recruits were closing business within a week of joining. It wasn’t a benefit area we had focused on when we helped the client formulate the business case for the system, but one they were nonetheless pleased to have.

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