Sales and IT- Focusing on the I rather than the T

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Quite often in discussion with companies regarding sales optimization, we hear that:  « We have a good tool or system »

Our experience has shown us that sales are not lost or missed due to the TOOL or SYSTEM that is being used.


Most, if not all companies do have systems or applications which allows them to gather and store sales data and hence create reports.

However, in spite of this we observe that very frequently opportunities to sell more AND better are lost due to an inadequate and incomplete usage of the existing sales data.

It is rarely a question of TECHNOLOGY.

Most of the attention needs to be placed on the INFORMATION.

By focusing on improved organization and usage of your sales data results (INFORMATION), you will be able to convert them in more concrete and relevant ACTIONS which will in turn increase and improve your sales.

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