I'm actually VERY glad that you recognize the importance of tracking customer information from all departments...
around your organization. I'm assuming that you have a good use for the information and that everyone knows its value to consume. This is important because I believe the only way to institutionalize this knowledge capture is to have the individual who handled the customer interaction input the information into the system.
Reassigning responsibility for capturing customer information at the point of interaction is of course not as easy as it sounds. It involves:
- Demonstrating the value to the enterprise (not just sales) of having this departmental customer information readily available. Would customer service find it helpful to have a complete transaction history? How about tech support?
- Extending usage of your sales system to other departments -- including process and technology training. In a perfect world of course there would be some IT integration magic to provide integrated operational and analytical systems so no one has to do any kind of double entry.
Of course, I always think more communication is better than less communication, so employee meetings among these groups is fine -- so long as it doesn't become "yet another" (from your employees' perspectives) administrative burden with questionable value.
Dig Deeper on Sales strategy and sales force effectiveness
Related Q&A from Liz Roche
One reader asks, "Can you offer some suggestions on effective sales incentive programs for call center agents?" Read Liz Roche's advice on providing ... Continue Reading
Before you evaluate sales force automation (SFA) software, be sure to have good business requirements in place, Liz Roche cautions in this expert tip. Continue Reading
Get started with a sales methodology in this expert tip from Liz Roche, salesforce automation expert. Continue Reading
Have a question for an expert?
Please add a title for your question
Get answers from a TechTarget expert on whatever's puzzling you.