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While many companies have invested in CRM and Sales Automation Systems to manage sales opportunities and client information, critical marketplace intelligence relating to the sales process and customer retention continues to be based on selective self-reporting, containing "once-removed" employee perceptions. Obstacles to developing sales intelligence internally fall into two cateogories:
Internal Company Obstacles
When a company attempts to collect customer feedback on its own, there are several "breakdown" points:
- The "tough questions" may not be asked
- The information may be misinterpreted
- The information may be filtered when disseminated
- The follow-up questions that need to be asked may go unasked or unanswered
Buyer Obstacles
It is unlikely that buyers will provide candid feedback to company representatives because
- They cannot be assured anonymity or confidentiality
- They are concerned negative feedback will adversely affect their personal relationships with representatives of the company or may adversely affect their business relationship with the company in general
- They are uncomfortable expressing negative feedback
Insight into buyers' perceptions of your product/service delivery requires elements that only a third party can deliver.
SalesDiagnostics provides the anonymity, confidentiality and objectivity required to obtain buyer feedback that is unbiased, forthright and accurate.
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