Systems only work when people use them. It doesn’t matter whether your solution is über-secure, uses the latest technology or costs a significant amount of money. If nobody uses the system, then the effort was a waste.
One of the biggest issues with collecting the sales forecasts is getting sales reps to forecast. Let’s face it — sales reps don’t like forecasting and will avoid anything that takes time away from selling. So, how is it possible to get them to adopt anything?
Option 1: Coersion
Sound familiar? Sure, you might be able to force users to enter data into the system. But have you ever seen someone do a really good job when his or her arm was being twisted? Not to mention, this method requires constant reinforcement to change old habits. If you’re lucky, you might get something that you could call a “forecast” But it’s probably not high quality to begin with, which doesn’t leave you with much to work with.
Option 2: Prayer
I heard a rumor that this has worked in the past. Once. Unfortunately, you’re still the one on the hook for making the system work.
Option 3: Tailor-made
A minute saved is a minute selling. What do sales reps care most about? Closing deals and making their numbers. Forecasting is necessary, but the less painful it is, the better. If you want them to forecast, make the process as simple and fast as possible. Eliminate redundant data entry tasks like typing in the same number in two different places and help save your reps time.
If you’re getting good data from the field, be sure to give the team something back as well. Help them run its business better. Use the field’s data to show it where the reps can improve. Uncover opportunities, patterns and trends with facts from their forecast. No matter what, they still won’t like the doing it, but if the system is easy to use and helps them sell more, you’ll have achieved a tolerable medium.
