What to Do If Salespeople Are Not Participating in DDMC

You can still use DDMC, even if your salespeople don't participate.

Many communicators find it difficult to get salespeople to participate in DDMC, even though it's beneficial to them. After all, DDMC provides salespeople with quality leads, and an easy way to track their progress in turning those leads into sales. Further, the more they use DDMC, the more feedback communicators get, which helps you create better, more targeted communications. And that, in turn, provides salespeople with better, more targeted leads.

However, if you still can't get salespeople to embrace DDMC, consider the following:

1) You may be able to circumvent the sales force. For example, if you can get purchasing data from your accounting department, and tie it to your leads by virtue of names and dates, then you can make that important ROI link. So, instead of salespeople entering sales revenue and other information, communicators or their assistants can enter it.

2) If salespeople already use some kind of Customer Relationship Management (CRM) program, they will not want to enter data into DDMC also. Talk to us about how we can integrate DDMC with your CRM program, info@datadrivenmarcom.com .

3) If you only want to compare the quantity of leads generated by different media, campaigns and tactics, such as advertising, PR and the Internet, then you don't need the sales force to participate. You won't learn ROI, but DDMC is still a useful tool.

4) If your top executives understand the benefits of DDMC, consider getting a directive from the top. When your top executives see how DDMC can eliminate waste by reducing communications that don't generate quality leads, and possibly shorten the sales cycle by providing salespeople with more quality leads, perhaps they'll take a stand. They may even build incentives into salespeople's compensation packages to encourage participation in DDMC. If you need any assistance in developing a pitch to your senior executives, contact us: info@datadrivenmarcom.com .

5) Show salespeople your DDMC reports. As time goes by, you'll collect some impressive data. When you give salespeople metrics they can't dispute, they'll come around in time. Patience is a virtue!