How many products can the average salesperson keep in their head while they are making reccomendations to customers? You will be shocked to find on average it is only 8. What if 8 isn't enough? What if you have more than 8? What if you have twice that? Ten times that?
If you have more than 8 products, when a member of your sales team calls on a current client, they only recommend the products that they are most familiar with. You have provided them an entire playbook, and they use only a tiny fraction. Unless, those 8 products just happen to be the correct product for a customer, your sales staff just put a client into the wrong product. They assumed that everyone was like them.
Think about that for a second. The whole point of cross-sell is to keep your clients happy and purchasing from you. Matching the wrong product with the wrong person means reduced satisfaction, frustration, and loss of loyalty. On the balance sheet, you are losing income, not maximizing profitability, and your salespeople are misusing their time. How do you improve this?