Well said. As a marketer I always find this phenomenon frustrating (as do my client marketing teams) when trying to support sales as well. It’s difficult to break out of the “it’s marketing’s fault! no it’s sales’ fault!” discussion without solid metrics generated from a process everyone adheres to. On the other hand, in most of my experiences where there have been poor metrics, the lack of discipline comes right from the top. Maybe there should be more Sales Management training? I know the accountability issues are frightening from a Sales Manager’s point of view, but a committed Sales Manager/Executive can make all the difference in adopting a system that really drives metrics and improves processes.

Thanks for bringing this up.

Dana