Yes, i agree that sales professionals tend not to look at the data they have to leverage this to help them with the current sale. Past data can be dirty and not relevant if the previous professional did not have any integrity to keep the information real, up-to-date and accurate so its on the organisation to instil the right behaviours so the data can be useable.
There are lots of tools everyone can use besides the static spreadsheet.
Yes, i agree that sales professionals tend not to look at the data they have to leverage this to help them with the current sale. Past data can be dirty and not relevant if the previous professional did not have any integrity to keep the information real, up-to-date and accurate so its on the organisation to instil the right behaviours so the data can be useable.
There are lots of tools everyone can use besides the static spreadsheet.