Here’s how we discovered that the CRM we were using at a large software company was costing us over $400,000 a year in lost time.
Back in 2010, I had one of the worst experiences of my entire sales career:
It was 4 o’clock in the morning, and we were still working on the top floor of our company’s office building.
It was the end of Q3, and we should have been out celebrating. Instead we were stuck in the office, working ourselves to death as we pored over spreadsheet after spreadsheet.
I looked around the room:
15 Regional VPs of Sales (including myself), the VP of Finance, and the Sales Operations Manager from our company at all had the same worn-out look on their faces.
We were completely beat. And we still hadn’t finished consolidating the data we needed for the next day’s forecast session.
It was a nightmare. And it was far from over.