Guest Post: Retool & Retrain: Does Your Sales Team Have a Data-Driven Growth Playbook?

During our recent industry forum, a distribution sales leader mentioned that his sales team is not achieving sales goals consistently. He went on to say that when they do, profitability takes a hit. Another executive in the group asked if they provide growth playbooks, and the distribution sales leader emphatically said yes. The follow-up question brought the conversation to a long, thoughtful pause: “Are those playbooks seller-specific and customer-data driven?” The answer was no. This incident represents many sales organizations that under-utilize one of their most valuable assets: customer data.

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