Paradym Shift Insights
Insights that help you diagnose before you decide.
Practical thinking on sales performance, revenue diagnostics, opportunity management, customer value, capability, and the hidden gaps that constrain commercial growth.
Evidence-led thinking
Explore the issues behind sales performance.
Use these insights to sharpen judgement before investing in training, process, technology, enablement, or deeper diagnostic work.
Start with practical perspectives on the sales performance gaps leaders often sense before they can prove.
The story of the “Shiny Lights”
How important is your CRM system to your business? Are you getting a proper ROI on your investment, do you have 90+% user adoption as well as data quality?
This is a story about how certain people in organisations want to keep seeing shiny and flickering lights in their on-premise server rooms. While sales leaders were not able to get a single or trustworthy CRM-based view of their customers, nor a single CRM dashboard of how sales was performing, let alone what the sales forecast looked like across all geographies.