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CRM, rather than becoming the savior of the sales person, frequently becomes the bane of the sales person. In their haste to implement CRM, companies put the total responsibility for the CRM system in the hands of their sales people, and tie their sales people’s hands by asking them to become data Read More

Accurate forecasting is an oxymoron! The good news is that this is an area in which CRM software implementation, along with a solid customer-centric business strategy can be of great use. Read More

This point is nothing new. You have heard it over and over again, CRM is a BUSINESS STRATEGY. It’s about focusing on your customer by aligning your culture, process and technology. Ask yourself this, “which is more important, understanding my sales team, or understanding my customer?” Read More

CRM strategy implementation becomes a process of developing a relationship with a trusted advisor. A CRM facilitator will help to assure CRM is an investment, not an expense. Read More

There is an insistent flow beneath the surface, often out of site, that agitates the structure, weakening and separating it. Soon the close friction with each other is lost and the solid mass breaks apart. Soon the result is a soupy pool that insidiously appears as a solid organization. Read More

All four will not only improve your overall CRM success, they will give your people more time to do what they were hired to do. Imagine having a sales person with more time to sell! Read More

Richard James invented the slinky by accident (read the slinky story: http://www.slinkyprint.com/slinky_history.htm) and it became a wildly successful toy over the past 40 years. Although some things are found by accident and become extremely successful; I am sure that is not the way you want to r Read More

Understanding what motivates a sales person, and understanding why you hired them in the first place will help you to set realistic expectations from your CRM users; ultimately delivering full user adoption.

It’s quite simple: Profit derives from user enablement, not data entry. Read More

On average, your sales people spend less than two hours a day selling. Simplifying your CRM ensures it is a tool for your sales team, rather than a tool for your management team. Read More

Outlook and Excel may lead to the death of CRM in your organization. Over my last fifteen years of facilitating CRM implementations, there are two programs that have be the unintentional death of CRM within many organizations ... Read More