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Chaos Theory Invades CRM
If your sales reps are forced to spend some part of their day inputting information about their prospects into a CRM system, but without gaining any value from the process, they are going to resist, get demotivated, and wind up selling less. Too many vice presidents of sales ask me what the trick is for getting their salespeople to cooperate and use their CRM system. I ask them a simple question: “Do they understand precisely how using the CRM system will help them sell more?” The lack of a response is quite revealing.
Great article that exams how to bring value to a CRM system. Sure there is value from a management perspective, but how do you make it valuable to those who must use the system? That is a key part to the process. You would think that we would learn by now, the key stakeholders can’t be ignored or neglected.
14 November, 2006 |
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