What salesperson could live without his mobile phone?
No amount of technology is going to turn a poor salesperson into a great one, but there are ways of using IT to turn an ordinary salesperson into a star player. What salesperson need are sales intelligence tools designed to support the sales function and enable them to sell more on every call. Consider the following scenario: You run a successful distribution company. You have some 25,000 products and a customer base numbering around 5,000. You have six sales representatives. The success of your company depends on the performance of these half-dozen individuals, but how do you know that they are reaching their full potential? To succeed, your salesmen must not only have an in-depth knowledge of the product portfolio, they must also be fully aware of the opportunities and threats within their existing and potential customer base. The jargon for this is product and situational fluency. It’s a lot to grasp for one individual–perhaps too much. The very best sales performers succeed becaus
