Our current market challenges have sent all industries into a period of flattening sales pipelines and slow revenue growth. So, what do we do during this forced down time?

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Every year millions of data entry errors find their way into Salesforce.com data. You wouldn’t be the first executive in history to look for a contact name and see a street. Or to discover that reps are duplicating (or triplicating) efforts as they contact Rich, Richie and Richard Smith.

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It happens. The rep taking the lead turns his head and a letter from the contact’s name land in a different editable field. The sales engineer gets the record, shrugs and makes a call. It’s kind of funny. Minnie Mouse herself might laugh.

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Just about everybody who works with data has a data quality problem. IBM estimates the cost of poor quality data to be $3.1 trillion in the United States alone. If you’re in sales operations, your department likely contributes to this figure every day. But it doesn’t have to.

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Here are a couple of stats that most companies in our sales technology business would rather you didn’t see:

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Last September we reported that 83% of CIOs said that incomplete and inaccurate customer or prospect data costs their organization money.

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