The best sales people work all the time. The edge to win more deals is honed with data. Financial data, demographic data, competitive data, product data, industry data make is stored and used as prospects come into his grasp. This is what the best salesguys do.
This data is gathered and stored. Many salespeople their data as the family jewels. I am working with one now that is never available to help a colleague, hesitant to pitch in his information to assist. He is on top now, looking down at the others sales guys. This will change.
The argument can be tossed, as a ball, back and forth. The argument being who owns data? The ball bounces one way and the company, paying the salesperson’s salary, stakes a claim. The ball rolls over to the sale guy only if self interest motivates him solely.
The data used to win deals should be captured and used. This sales ip is imporant to the health of the company and to the earnings attainment of each sales person. This data is gathered in a CRM or online sales tool, and distributed to users who need it. This web of communication includes manufacturers reps and industrial distribution partners.
