It is easy for a sales force to fall into a comfort zone. Data-driven decision making techniques can help insure that Reps are reaching beyond their current contacts.
In many companies there is a great deal of data about the market. The challenge is to drive this into your field organization so that the Reps and their Managers are probing for untapped market potential on a regular basis.
There are some simple and quick ways to start using data in selling to schools and school districts. This post outlines some ideas for how to encourage your sales force to adopt a more data driven approach.
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