The Bottom Line Vine

Who is in your ROLODEX?

Often times this is the first question I hear when talking to a new client.  The majority of sales managers are enthralled with a sales rep who possess a huge Rolodex.  The mental gyration a sales manager goes through upon finding out his new sales candidate has a huge Rolodex…’YEESSS’, then thoughts of huge promotions and retirement set in.  The winning lottery ticket has been bestowed upon them, now sales will become an effortless activity.  A few phone call, a signed PO, and open the flood gates, here comes revenue.

If the sales rep mentioned above, truly has meaningful relationships with clients who have purchased his technology in the past, how can he/she maintain ANY credibility by selling these people a competitive product.  “Hello prospect X.  I recently moved from company X to company Y.  I know I spend 4 years selling you on the features/benefits/ROI of product X, but now I think you should buy product Y”.   Does that person have any credibility at that point?  And, why would this rep leave their established (successful?), relationship laden position in the first place?

While it may seem like I am down on the idea of a Rolodex, you are right.  The real value to organizations is insider information.  How do you manage relationships, gather market intelligence, collect surveys, and dissect customer feedback in order to gain a real understanding of organizational and individual buying habits.

The challenge with this approach?  Your single sales rep, with the 30 year old, duct taped Rolodex isn’t going to have this information.  They may know the best place to the $9.99 prime rib special, but they are not going to have a complete understanding of an organizations technology platform, buying process and immediate needs across multiple business units.  They usually have one point of contact and are too concerned with pitching their product; they don’t take the time to gather information.

Organizations have evolved into the 21 century in almost all facets of business.  Why is sales, and the antiquated idea of finding the rep with the biggest Rolodex still prohibiting so many companies from hitting growth goals?

Check out the VizQuest sales factory, www.vizquest.com to recycle your Rolodex.

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