Teams | Collaboration | Customer Service | Project Management

More than a sales vibe. When sales leaders come to us early in their journey, they often mention wanting to create more of a “sales vibe” or build a stronger “sales culture”. The problem is, vibe and culture don’t cut through when you’re asking a hard-nosed CFO for budget. And rightly so. The good news, and slightly ironically, is that those sales leaders are usually massively underselling what they’re trying to achieve.

It's a familiar scramble. "The investor needs X report!", "The CEO wants to see how Y is doing!" Some poor soul has to rush around to pull all the requested data and deliver it to senior leadership, pronto. This usually means dropping everything else and spending an afternoon gathering data. Often by the time the report is viewed, the data is stale and leadership is left with an outdated picture of performance. Alexandre Naudin, Service Manager at Spash, described this well.

Picture this: it's Monday morning, town hall is at 2 pm, and someone has sent the usual calendar reminder: "Don't forget to update the weekly support deck!" You open the slide, look at last week's numbers still sitting there, and start the ritual. Open Zendesk. Find the right report. Check the date filter. Copy the number. Switch to Slides. Find the right text box. Paste. Repeat fifteen times. Silently wish you were somewhere else. You tried delegating it to an intern once.

There are few things more frustrating for RevOps and sales leaders than poor-quality CRM data and deals that haven’t been updated properly. What makes it especially annoying is that it’s not a problem you can fix once. It needs active maintenance. Without it, standards slip. There’s an entropy to it. It’s also extremely common. We’ve had it in our own small sales team. There are countless Reddit threads on the subject.