Sales – The Antibodies That Can Reject A CRM System
Introduction
The last frontiers to be automated in many organizations are the sales and marketing functions. But the risk of rejection and failure is high. Management see these as tools that will give them more control of an overhead that they find hard to probe and manage. Sales people can perceive these as a threat or hindrance rather than a help.
What are the underlying win-win benefits of an effective sales automation or CRM system? What are the potential causes of rejection and how can you overcome them and drive up adoption?
The Problem With Sales And Marketing People
In most organizations there is cocktail of beliefs, behaviors and attitudes that will undermine the adoption of sales and marketing automation systems.
‘Sales people are a breed apart.’ ‘They want to be recognized for the value they bring to the company without taking blame for any of the customer failures’. ‘They only do what’s necessary to hit quota’. ‘Information is power and sales people don’t like to volunteer shared information. ‘Marketeers are...
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