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What are the best tools or programs you’ve implemented to drive CRM user adoption?

Someone asked this question in a user group I belong to, so I shared these thoughts. The number one reason CRM is not adopted by a sales force is the perception that CRM adds no value to the sales rep, and in many cases this is true. The only way to add value to the rep is to fully understand and document the sales process, and design the CRM system to the process. Far too many sales executives resist sales process, opting instead to allow for “creativity” in the sales force. Unfortunately, when supposed creativity substitutes for process, there is very little that can be done to drive adoption of a CRM system–which is, by definition, process driven. The system is almost defined to be irrelevant in such situations. On

Posted in Preparing for CRM